The Practical CMO by Chief Outsiders

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Finding ‘Grand Slam’ Clients Using an Ideal Client Profile to Build Your Business

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Ideal Customer Profiles are definitely a “Marketing buzz” term today, and legitimately so, if you understand the power of the concept and apply it to your customer acquisition programs. an Ideal Customer Profile describes the characteristics of the best customer you would like to acquire and maintain over time.

If you were a direct marketer or an e-commerce guru, you would recognize this type of relationship as having high customer lifetime value, which would give you the highest revenue and profitability over the longest relationship time.

We’re going to discuss how to practically implement the concept of an Ideal Customer Profile and talk about why it’s important, as well as how it can dramatically impact your business when applied to your Marketing and Sales programs.

Additional resources referred to in this program can be found here:

Free Sales Pipeline eBook: https://contact.chiefoutsiders.com/improving-lead-gen-ebook

Free article co-authored by the host and guest: https://www.chiefoutsiders.com/blog/finding-grand-slam-clients 


The Practical CMO is sponsored by Chief Outsiders. Chief Outsiders is an Executives-as-a-Service firm. We have placed over 850 CMOs into client companies.

Our mission is to help companies with their growth challenges by providing a CMO to crystalize the growth strategy and get the growth plan implemented. Chief Outsiders brings the discipline of marketing to companies who’ve never had a VP of Marketing or CMO in the executive suite. CEOs often engage them when they are frustrated with their organization’s ability to implement their vision for growth. Their objective is not to place a permanent CMO into the organization, but to get the marketing function working, and then leave a strong foundation for clients to operate.

Chief Outsiders, we're here when you need an interim, highly qualified C-Suite solution. Let us help lessen your frustration - visit chiefoutsiders.com.

 

Four Best Practices to Overcome Marketing-Sales Staffing Challenges in 2020

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What should you plan for if you are looking to add to or upgrade your Marketing or Sales management in 2020? What new challenges might you face as the talent pool changes? We'll address these key staffing questions:

  • How are expectations evolving for both companies and candidates, and are millennials really that different?
  • What will the labor market look like, overall, and what do best practices should you consider to recruit and retain staff effectively?
  • How will you find Marketing talent as Marketing continues to evolve and become more complex?
  • And what are the implications of the new role of “Chief Growth Officer?”

Join Isaac Cheifetz and me for a timely conversation—especially if staffing is on your 2020 agenda!

About Chief Outsiders:

Chief Outsiders is an Executives-as-a-Service firm. Our CMOs have worked on the management teams of over 850 companies. Our mission is to help companies with their growth challenges by providing a CMO  to crystalize the growth strategy and get the growth plan implemented.

Chief Outsiders brings the discipline of marketing to companies who’ve never had a VP of Marketing or CMO in the executive suite. CEOs often engage them when they are frustrated with their organization’s ability to implement their vision for growth. Their objective is not to place a permanent CMO into the organization, but to get the marketing function working, and then leave a strong foundation for clients to operate.

Chief Outsiders, we're here when you need an interim, highly qualified C-Suite solution. Let us help lessen your frustration - visit chiefoutsiders.com.

High Powered Scope of ABM vs. Splatter Shot of Web Leads

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Sometimes the best way to get to know a host is to hear him as the guest. This special episode originally aired on SLMA Radio. Hosted by Tom Judge, the VP of Strategy at Direct Marketing Partners, Tom and Mark dive into ABM.

If we're going to implement account-based marketing, can it actually yield a healthy sales pipeline? 

Do you need to get a bunch of software and a bunch of staff? No. Use direct marketing methodologies and start a long-term relationship. Hear about the most targeted methodologies.

What can you do to achieve the sales pipeline you want? Mark gives some quick ways to start integrating sales and marketing immediately. Get feedback about the quality of the leads. Ask questions. Tune in to hear the conversation and useful answers.

About Tom Judge

Tom Judge is passionate about the science and art of the lead-to-sales funnel process. As a 20-year industry veteran, he is responsible for heading up the strategic assessment and planning services unit at DMP and has presented research and best practices on the “The Mid-Funnel” at sales & marketing industry events. Tom is an Alumni of the Sales Lead Management Association’s list of - Top 50 Most Influential in Lead Management.

About Direct Marketing Partners

DMP is a lead-to-sales services company helping B2B firms strategically plan, build out databases, and perform lead generation and inside sales tele-qualification campaigns to improve sales funnels and revenues for client companies. Major firms in technology, manufacturing and life sciences industries use DMP services to fix and build their lead funnels.

About Chief Outsiders

Chief Outsiders is an Executives-as-a-Service firm. Our CMOs have worked on the management teams of over 850 companies. Our mission is to help companies with their growth challenges by providing a CMO  to crystalize the growth strategy and get the growth plan implemented.

Chief Outsiders brings the discipline of marketing to companies who’ve never had a VP of Marketing or CMO in the executive suite.

CEOs often engage them when they are frustrated with their organization’s ability to implement their vision for growth.

Their objective is not to place a permanent CMO into the organization, but to get the marketing function working, and then leave a strong foundation for clients to operate.

Chief Outsiders, we're here when you need an interim, highly qualified C-Suite solution. Let us help lessen your frustration - visit chiefoutsiders.com.

Fixing the Sales and Marketing Communications Fundamentals

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What should you plan for if you are looking to add to or upgrade your Marketing or Sales management in 2020? What new challenges might you face as the talent pool changes? We'll address these key staffing questions:

  • How are expectations evolving for both companies and candidates, and are millennials
    really that different
  • Will the labor market look like overall and what do best practices should you consider to
    recruit and retain staff effectively?
  • How will you find Marketing talent as Marketing continues to evolve and become more
    complex?
  • And what are the implications of the new role of “Chief Growth Officer?”

About our guest, Matt McKnight:

Matt is the President and Founder of McKnight Advisors LLC, a Sales Xceleration Partner.  His firm helps customers launch, expand or improve their sales operations to accelerate revenue growth.  With a 30-year history of sales leadership, Matt has extensive experience and success in start-up, private and public companies.  His company’s approach is based on accountability, transparency, integrity, and trust focusing on the people, process and strategy to achieve sustained growth for its customers.

Matt McKnight can be reached at 847.867.5963 and at [email protected]

LinkedIn: https://www.linkedin.com/in/matt-mcknight-2463121/

This show is brought to you by Chief Outsiders:

Chief Outsiders is an Executives-as-a-Service firm. Our CMOs have worked on the management teams of over 850 companies. Our mission is to help companies with their growth challenges by providing a CMO  to crystalize the growth strategy and get the growth plan implemented.

Chief Outsiders brings the discipline of marketing to companies who’ve never had a VP of Marketing or CMO in the executive suite.

CEOs often engage them when they are frustrated with their organization’s ability to implement their vision for growth.

Their objective is not to place a permanent CMO into the organization, but to get the marketing function working, and then leave a strong foundation for clients to operate.

 

Chief Outsiders, we're here when you need an interim, highly qualified C-Suite solution. Let us help lessen your frustration - visit chiefoutsiders.com.