The antidote for stalled growth and lack of marketing progress

We are B2B Marketing specialists influencing, leading and delivering sales and business growth.

Unstick slow or stalled growth

Pinpoint opportunity & bring focus to priorities

Create a clearly defined direction and path

 

 

Group 718-1

Restore your sales growth through a clear action plan

No CEO ever lacked a vision, goal, ambition. However, delivering on an executable plan, and having a clear focus on winning and achieving is a whole different thing.

The strategies that got you to where you are now are probably not going to get you to your next goal, which is why we can help you to create a 100 day plan and get to your next goal.

7 Step Plan
to Improving Growth

This is a programme of inter-related activity. While there is a sequence in terms of the steps, they all influence each other so must be considered in an iterative way e.g. your aspirations may change once you have gone through all the activities.

Click on a step to explore…

Value

What is the real customer value of what you do?

Before you can really assess how you reactivate growth you need to understand what your real customer value is. Even if you believe the future lies in making changes in direction it’s useful to understand where you can build from.

What we mean by this is the real value of the outcomes that customers derive from your propositions. So not just “great customer service” or “some specific product features”, it’s about identifying the personal and corporate benefits that they derive from your proposition.

Continue Reading →

Sales

Why you should build a sales team to support growth

It’s important to have a plan for how sales are made which may well involve a rethink of sales processes. After a period of significant growth and during a time of a slowdown, the pressure placed on sales to perform tends to increase. As a consequence the sales team look for ways to win mew customers – “What ever it takes” mentality can take over which can create chaos for the services team, finance, legal, IT and marketing. This isn’t sustainable and more strategic and planned approach is needed.
Continue Reading →

Growth

What is the growth foundation?

Having a solid understanding of your customer value will help you start to build a more concrete picture of your foundation for growth. It may be that this is clear already across your business and everyone understands the foundation, however, its useful to write it down so it can always be a reference point for everything from assessing new opportunities to writing the copy for a new piece of content.
Continue Reading →

Aspirations

What are your medium and long-term growth aspirations?

You may already have set your growth aspirations some time ago and are still working towards a target? However, it’s also worth revisiting these now. What were they, what assumptions are they based on? Are the assumptions and expectations still valid? Aspirations can be expressed in terms of several different measures, size, profitability, influence, your exit plan, personal wealth creation.
Continue Reading →

Marketing

How do we use content to create awareness, demand and inbound leads?

Marketing is your means to create and capture demand for your services which should be your engine of growth. Having created your content strategy, the role of marketing is to run a programme of audience engagement to generate awareness, nurture, and capture leads.
Continue Reading →

Focus

How to create more focus, clarity, and discipline in GTM strategy

High growth can create chaos within your organisation. Yes, it’s exhilarating, but the continuous change, lack of resource, growth in the number of people and resulting new structures all causes disruption. The disruption saps leadership time and ultimately distracts from core growth strategy and focus. This is particularly true in sales and marketing, where things can go a little feral.
Continue Reading →

Content

Why is content so important?

The best form of marketing leads are referrals; from a conversion rate basis they are always the highest, from an acquisition cost point of view always the lowest. It’s a great way to build a business. And if referral could supply 100% of your planned growth objective you would be in a great place. However, it rarely does, especially when the growth demands are increasing. The next best leads to receive are ones where people are actively looking for your solution. The only way you are going to receive these inbound leads is to have an active awareness programme build on a lot of content and related activity.
Continue Reading →
Value
Sales
Growth
Aspirations
Marketing
Focus
Content

Value

What is the real customer value of what you do?

Before you can really assess how you reactivate growth you need to understand what your real customer value is. Even if you believe the future lies in making changes in direction it’s useful to understand where you can build from.

What we mean by this is the real value of the outcomes that customers derive from your propositions. So not just “great customer service” or “some specific product features”, it’s about identifying the personal and corporate benefits that they derive from your proposition.

Continue Reading →

Sales

Why you should build a sales team to support growth

It’s important to have a plan for how sales are made which may well involve a rethink of sales processes. After a period of significant growth and during a time of a slowdown, the pressure placed on sales to perform tends to increase. As a consequence the sales team look for ways to win mew customers – “What ever it takes” mentality can take over which can create chaos for the services team, finance, legal, IT and marketing. This isn’t sustainable and more strategic and planned approach is needed.
Continue Reading →

Growth

What is the growth foundation?

Having a solid understanding of your customer value will help you start to build a more concrete picture of your foundation for growth. It may be that this is clear already across your business and everyone understands the foundation, however, its useful to write it down so it can always be a reference point for everything from assessing new opportunities to writing the copy for a new piece of content.
Continue Reading →

Aspirations

What are your medium and long-term growth aspirations?

You may already have set your growth aspirations some time ago and are still working towards a target? However, it’s also worth revisiting these now. What were they, what assumptions are they based on? Are the assumptions and expectations still valid? Aspirations can be expressed in terms of several different measures, size, profitability, influence, your exit plan, personal wealth creation.
Continue Reading →

Marketing

How do we use content to create awareness, demand and inbound leads?

Marketing is your means to create and capture demand for your services which should be your engine of growth. Having created your content strategy, the role of marketing is to run a programme of audience engagement to generate awareness, nurture, and capture leads.
Continue Reading →

Focus

How to create more focus, clarity, and discipline in GTM strategy

High growth can create chaos within your organisation. Yes, it’s exhilarating, but the continuous change, lack of resource, growth in the number of people and resulting new structures all causes disruption. The disruption saps leadership time and ultimately distracts from core growth strategy and focus. This is particularly true in sales and marketing, where things can go a little feral.
Continue Reading →

Content

Why is content so important?

The best form of marketing leads are referrals; from a conversion rate basis they are always the highest, from an acquisition cost point of view always the lowest. It’s a great way to build a business. And if referral could supply 100% of your planned growth objective you would be in a great place. However, it rarely does, especially when the growth demands are increasing. The next best leads to receive are ones where people are actively looking for your solution. The only way you are going to receive these inbound leads is to have an active awareness programme build on a lot of content and related activity.
Continue Reading →

Unpick complexity and restate singular advantage

3-month initial engagement to set all sales and marketing resources in one direction. Consulting, management and hands-on execution by senior director-level consultants from Steve Birch.

Growth strategy and executable plan

Performance marketing and lead generation