.png?width=1500&height=398&name=CO_Corporate%20Logo%202021_4C_HOR_FNL-1%20(1).png)
William Bell
Recent Posts
What CEOs Should Look for in a B2B Manufacturing CMO: Part 2
In my previous post, we discussed the importance of hiring a CMO who understands the buying process. Someone who can identify the customer’s pain points and what they need to move forward at each stage of the buying process. Now, let’s consider the role of emotion in influencing the buyers’ decision and how that applies.
Appealing to Emotions
Although it’s easy to think otherwise, emotions play a role in both B2B and B2C marketing. And, yes, that even applies to industrial buyers! When industrial buyers won’t take a risk, that can be an emotional decision.
They don’t want to risk the consequences that come with a bad decision—being viewed poorly in their job, adding even more tasks to an already full workload, or even losing their job by going with the lesser-known alternative. After all, haven’t we all heard that “nobody ever got fired for choosing IBM?”
A Strategic Guide to Double-Digit Revenue Growth
Tue, Jan 14, 2025 — CEOs face intense pressures today to deliver consistent double-digit revenue growth year after year. But with the right strategy focused on business development, sales, and key performance indicators - hitting that 10% annual growth benchmark is achievable. This article provides a blueprint for leaders looking to spur growth. As a result of the current market conditions, a new benchmark has been established: If your company can't show a minimum Compound Annual Growth Rate of 10 percent, you are putting yourself and your company at risk. As never before, revenue growth is the key to a business's health, high corporate valuations – and CEO job security.
Eight Steps to Increase Revenue from Your Existing Customers
Wed, Dec 11, 2024 — Executive Takeaways Growing revenue is cheaper with current customers than new ones. Not all customers deserve the same strategy: segment before you spend. Moving up or down the value chain both open new growth paths. Referrals are the most underused, lowest-cost growth lever you have. There are two ways to grow your business. The first is by acquiring new customers. The second is retaining your current customers and increasing their ongoing revenue stream.
Creating a Strategic Mindset Within Your Sales Organization
Tue, Dec 3, 2024 — By cultivating a strategic mindset within your sales organization, you can drive customer-centric selling practices, create long-term value for the company and its customers, and position your organization for a sustained competitive advantage and growth. A strategic mindset helps align the sales team's activities and priorities with the company's long-term vision, mission, and objectives. This alignment ensures that the sales efforts contribute to the overall success and growth of the organization.