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Marketing Tried, Sort of, But Didn’t Help Grow Sales Again

Before I get to the point of this blog, which is how mid-market CEOs can determine if their marketing leaders are truly adding value to their sales efforts, I need to give a little background. A few years ago I was engaged to create and execute a go-to-market plan for a large for-profit university that wanted to move into the professional development arena. The plan included numerous sales and marketing…

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How Marketing Leaders Can Help Sales Get Higher-Level Business Relationships

In my last blog, Why Too Many Sales Reps Have Only Low-Level Business Relationships, I discussed the dilemma a tech company CEO faced when he realized that sales deals were stalling because his reps did not have the business relationships at the right level they needed. The reaction and comments to this blog were inspiring. Many sales leaders around the globe who read the blog asked me what role the…

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Why Too Many Sales Reps Have Only Low-Level Business Relationships

I was meeting with a client, a CEO of a mid-sized professional services firm in the tech sector, when the topic shifted to business relationships in the sales process. He asked me how high and deep I thought his sales team’s relationships were and whether they were operating at the appropriate level they needed to sell into. He had concerns that they had relationships too low at their target companies.…

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What Tech and Professional Services CEOs Should Expect from Marketing

Earlier this year, I met with a CEO of a growing professional services firm in the enterprise software space. He requested the meeting because he was looking to double the size of his company from around $25 million to $50 million by 2018 and was searching for new go-to-market ideas. When we met, he said he raised the question to the two people on his marketing team and didn’t get…

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Why DSM Created the Institute for Excellence in Sales & Business Development

Since our inception, DIAMOND Strategic Marketing’s tagline has been “Marketing that does not lead to revenue reward is a HUGE waste of time and money.” This tagline has appealed to the hundreds of CEOs and business owners who have contracted us to develop and implement marketing plans for their businesses. Selling is really more challenging than ever. Sales cycles are longer. Product portfolios are increasingly complex. Distribution channels are more…

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Content Marketing Guru Marcus Sheridan Headlines September 20 IES&BD Program

DIAMOND Strategic Marketing is a proud sponsor of the Institute for Excellence in Sales and Business Development (IES&BD). If you’re a selling professional on the fence about using content marketing to drive your revenues, you must attend this program featuring business blogging and content marketing guru Marcus Sheridan. Marcus has worked with thousands of selling professionals to help them blow away the competition and achieve remarkable sales performance by deploying…

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How DIAMOND Strategic Marketing Helps CEOs, Business Owners and Sales Executives

DIAMOND Strategic Marketing is primarily hired by CEO’s of growing technology and professional services firms that want to take their company to the next level, whatever that may be. Usually there is a revenue growth goal in mind, and the company has reached its first or second critical inflection point. We get that they are primarily interested in growing revenue. That’s unusual from other marketing consultants. Here’s how we help…

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Getting from “The World” to “Customer” in Only 42 Touches

Frequently, CEOs at my prospect companies will say to me, “We’ve called every prospect on our list once but no one wants to buy. Now what do we do?” I ask them to tell me about the other 41 things they are doing to move a prospect through the pipeline into a paying customer. You see, it would be great if all we had to do in the business-to-business, enterprise…

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Three Things that Marketing Organizations Must Be Doing to Accelerate Sales

There are so many things that are defined as marketing today in the business world. The activities that come under the umbrella of marketing may include lead generation, branding, campaign management, Web 2.0, communications, customer relations, loyalty programs, sales support and even executive relations. Marketing organizations often are also responsible for graphic design, web site management, events, and corporate standards. However, marketing organizations often fail to realize that their main…

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Customer Profiling and Segmentation for $2B Software Company

Compuware had three challenges needed to be addressed. First, it needed to produce live customer data for a new sales force that was approaching new companies every day. We needed to give them information on existing customers in the verticals they were addressing. Second, we needed to gather data that proved which verticals we had the best chance for success in. And third, we needed to feed information back to…

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