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The Practical CMO by Chief Outsiders

Business & Economics Podcasts

Your Guide to Effective Marketing and Selling

Your Guide to Effective Marketing and Selling

Location:

United States

Description:

Your Guide to Effective Marketing and Selling

Language:

English

Contact:

503-807-4543


Episodes

Pricing with Daring Caution

12/9/2020
What is it about pricing that appears daunting? Is it that it seems a strange mix of art and science which itself is intimidating? Is it a challenge because we lack the data from customers and competitors required to make high confidence decisions? Is it because we don’t have the courage to match our pricing with the value we provide? Or is it because we fear making a decision which may have unfortunate negative consequences on our business? An effective pricing strategy may appear like the...

Duration:00:34:38

Transformational Growth -Time to Consider?

11/25/2020
There are many ways to approach growth. Some businesses think incrementally about building off their core revenues and current customers. Others are a bit more ambitious and think one- or two-years out and focus on bringing existing products and services to new adjacent markets. Still fewer other businesses think more openly about growth as transforming their existing business model or starting new businesses which could add significant revenue and profit streams. So, do you pick one, some,...

Duration:00:33:23

GET MOVING! - The Two Most Important Words You Need to Know

10/20/2020
There is plenty of free advice on how and what to do to manage your business through and out of the health crisis. Some of it is getting recycled pretty regularly and is starting to seem stale. I recently met Kyle Arneson when we participated in an “expert roundtable” and found Kyle’s guidance incredibly fresh and empowering. Building on his USMC background, Kyle attacks challenges just like you’d expect from a tenacious Marine. Kyle’s focus certainly encompasses best practices in planning...

Duration:00:33:40

Outperform Your Market: Embedding Horizon Growth Into Your Management Process

9/22/2020
Two companies may take the same business processes or tools and adopt and implement them totally differently. Sometimes, there’s no “better or worse,” it’s more about making these tools and processes work best for you. Here’s an example. There are many ways small- and mid-sized businesses implement EOS/Traction management disciplines. Some use formal implementers, some contract with part-time integrators, and some try to do the whole thing themselves. Any of these approaches can work, as...

Duration:00:31:00

"Internal" Networking - Your Key to Communication Success

8/17/2020
Even the smallest companies can be challenged by poor internal communications. Fortune- sized enterprises? Sure. But small- and mid-sized business? Yes, it happens too often in these businesses. You might ask how and why that can happen when you have an employee base of less than 200 and everyone works in the same facility. I asked that question after observing poor communications--and the negative effects of having a workforce which is not aligned--hurt business performance—over and...

Duration:00:34:30

Core Reasons for Poor Alignment of Sales & Marketing

7/28/2020
This is a continuation of the conversation with Bob Lambert of Samurai Business Group, LLC. We pick up with Bob talking about the reasons poor alignment happens. He says there must be three things in place: Understanding the goal - a clear view of your future. Getting a strategy alignment supporting that goal Understanding and accepting the role each person plays to get there. ----more---- When one or more of these isn't happening, you are guaranteed not only poor alignment but...

Duration:00:16:11

What Happens When Sales & Marketing Collaborate, and What Happens When They Don't?

7/23/2020
The dual challenges to both understanding the differences between Sales and Marketing and then align them for the benefit of your business don’t seem to be easy to resolve. For years, one of the most downloaded articles offered by Chief Outsiders has been the piece titled “What’s the Difference Between Sales and Marketing?” ----more---- Understanding the differences between these two disciplines and ensuring that they work closely together can be the difference between industry-leading...

Duration:00:28:43

Challenges and Best Practices in Securing Investment Capital - An Investor’s Perspective

6/23/2020
This program is the second of a two-part series where we explore the challenges and best practices in securing the investment capital required to continue growth. We’ve been exploring challenges and best practices from two stakeholder points of view: corporate CEOs and investors. In this podcast, we’re exploring the investor’s point of view. While capital availability is always a timely topic, it is perhaps even more timely today. As the economy recovers, having ready access to expansion...

Duration:00:33:27

Challenges and Best Practices in Securing Investment Capital - A CEO's Perspective

5/27/2020
This program is part of a two-part series where we explore challenges and best practices in securing investment capital required to continue growth. I thought it would be interesting to explore these challenges and best practices from the perspective of two stakeholders: corporate CEOs and investors. While capital availability is always a timely topic, it is perhaps even more so today as accessing the capital required for business expansion post the current economic crisis will be critical...

Duration:00:33:52

EOS® and TRACTION is an excellent management process, but where does the content come from?

4/20/2020
Many consider EOS®/Traction to be a best practice management discipline. Many small- and mid-sized businesses have adopted Traction to beef up their management processes as it provides a structured approach to aligning and prioritizing key initiatives and projects. Traction only works when you have a mechanism for developing the required content. Traction implementation requires content like a one-page Marketing plan and a ten-year plan. Traction works best when paired with great content...

Duration:00:28:31

A Realistic Evaluation of EOS® - What it does and doesn't do for your business.

3/24/2020
Many consider EOS®/Traction to be a best practice management discipline. Many small- and mid-sized businesses have adopted Traction to beef up their management processes as it provides a structured approach to aligning and prioritizing key initiatives and projects. As a process, Traction doesn’t have a mechanism for developing actual content. For example, Traction implementation requires content like a one-page Marketing plan and a ten-year plan. Traction works best when paired with great...

Duration:00:26:47

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

2/24/2020
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. ----more---- 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...

Duration:00:32:06

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

1/20/2020
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: Join Isaac Cheifetz and me for a timely conversation—especially if staffing is on your 2020 agenda! ----more---- 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...

Duration:00:29:25

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

1/17/2020
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...

Duration:00:21:17

Fixing the Sales and Marketing Communications Fundamentals

1/15/2020
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: ----more---- 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...

Duration:00:23:30