We have written a guide that covers all the lessons we have learnt from starting our own agency and supporting other agencies on pricing and packaging their services, get it here.
Michael is a junior digital strategist who implements digital marketing strategies and reports on campaign performance. His day involves sourcing content and implementing clients' marketing campaigns. He assists senior strategists and executes campaigns to deliver client growth. His main objectives are to follow procedures, coordinate marketing activities, demonstrate ROI, and ensure marketing messages reach the intended audiences. He evaluates potential solutions by researching online and considering pricing, ROI, flexibility, and industry leadership. He aims to provide clients with quality leads and optimize content to generate inbound leads.
Business development involves creating long-term value for a company through customers, markets, and relationships. This includes generating cash, opportunities, sustainability, competitive advantage, customer discovery, debt repayment, problem solving, and building strategic alliances. Business development is a strategic activity focused on growth, not just sales. Effective communication, both personal and professional, is important for business development and relies more on how something is said rather than just what is said. Key factors like employee and customer satisfaction, productivity, efficiency, and culture are also essential for business growth and success.
Business Development | Business Growth | Business Valuation www.inverellbusinesssolutions.com.au
Do you think that your business is running at it's full potential?
It is an interesting thought. what if could develop your business and it could perform just 10% better,
You may find that this could add as much as 40% to the value of your business.
Inverell Business Solutions 0267223115 http://youtu.be/buFmRvzidqM
JE Consulting provides marketing services for legal firms to help increase profits. They offer tailored marketing plans and can act as an outsourced marketing department. Their services include press relations, public relations, client satisfaction surveys, seminar programs, brochure design, newsletters, website design, social media and more. Working with JE Consulting gives firms access to experienced marketing expertise without the overhead of hiring an in-house team.
Azeem mohammed glasgow ample ideas for lead generation around the nationAzeemMohammedglasgow
Azeem Mohammed glasgow Professional tips provider.In running a business, there are many different things to focus on. You have to manage your inventory, market your products, and run the day-to-day operations. Another important task is generating leads so that you can grow your business. For help in doing so, the following tips and tricks can be quite helpful.
If you are ready to improve your sales systems, generate more opportunities, keep your current clients buying more and have a proven marketing plan you can live by, you are at the right place. Please review our solutuons catalog to get a better understanding of how DMC can help you achieve optimum success.
This document discusses how businesses can use digital tools like websites, social media, and email automation to generate leads, convert prospects, and build their business. It provides tips on using LinkedIn as a sales tool by telling your story, updating your journey, and reaching out with credentials. Additionally, it discusses using tradeshows, virtual backups, and social media as sales tools to build relationships, generate leads, and shorten sales cycles. Specific tactics include establishing guidelines for social media use, creating online catalogs, and following up with leads immediately after tradeshows.
The document provides guidance on developing an effective sales and marketing management strategy. It outlines key principles such as disciplined pipeline management, methodical client base growth, and a balanced compensation model. It also describes elements of an effective sales process such as defined sales stages, use of subject matter experts, and a unified multi-channel marketing strategy. The overall strategy aims to support scalable, profitable growth.
Michael is a junior digital strategist who implements digital marketing strategies and reports on campaign performance. His day involves sourcing content and implementing clients' marketing campaigns. He assists senior strategists and executes campaigns to deliver client growth. His main objectives are to follow procedures, coordinate marketing activities, demonstrate ROI, and ensure marketing messages reach the intended audiences. He evaluates potential solutions by researching online and considering pricing, ROI, flexibility, and industry leadership. He aims to provide clients with quality leads and optimize content to generate inbound leads.
Business development involves creating long-term value for a company through customers, markets, and relationships. This includes generating cash, opportunities, sustainability, competitive advantage, customer discovery, debt repayment, problem solving, and building strategic alliances. Business development is a strategic activity focused on growth, not just sales. Effective communication, both personal and professional, is important for business development and relies more on how something is said rather than just what is said. Key factors like employee and customer satisfaction, productivity, efficiency, and culture are also essential for business growth and success.
Business Development | Business Growth | Business Valuation www.inverellbusinesssolutions.com.au
Do you think that your business is running at it's full potential?
It is an interesting thought. what if could develop your business and it could perform just 10% better,
You may find that this could add as much as 40% to the value of your business.
Inverell Business Solutions 0267223115 http://youtu.be/buFmRvzidqM
JE Consulting provides marketing services for legal firms to help increase profits. They offer tailored marketing plans and can act as an outsourced marketing department. Their services include press relations, public relations, client satisfaction surveys, seminar programs, brochure design, newsletters, website design, social media and more. Working with JE Consulting gives firms access to experienced marketing expertise without the overhead of hiring an in-house team.
Azeem mohammed glasgow ample ideas for lead generation around the nationAzeemMohammedglasgow
Azeem Mohammed glasgow Professional tips provider.In running a business, there are many different things to focus on. You have to manage your inventory, market your products, and run the day-to-day operations. Another important task is generating leads so that you can grow your business. For help in doing so, the following tips and tricks can be quite helpful.
If you are ready to improve your sales systems, generate more opportunities, keep your current clients buying more and have a proven marketing plan you can live by, you are at the right place. Please review our solutuons catalog to get a better understanding of how DMC can help you achieve optimum success.
This document discusses how businesses can use digital tools like websites, social media, and email automation to generate leads, convert prospects, and build their business. It provides tips on using LinkedIn as a sales tool by telling your story, updating your journey, and reaching out with credentials. Additionally, it discusses using tradeshows, virtual backups, and social media as sales tools to build relationships, generate leads, and shorten sales cycles. Specific tactics include establishing guidelines for social media use, creating online catalogs, and following up with leads immediately after tradeshows.
The document provides guidance on developing an effective sales and marketing management strategy. It outlines key principles such as disciplined pipeline management, methodical client base growth, and a balanced compensation model. It also describes elements of an effective sales process such as defined sales stages, use of subject matter experts, and a unified multi-channel marketing strategy. The overall strategy aims to support scalable, profitable growth.
business development & growth workshop for startups
we will talk about
1: what is business development?
2:business development management
3: Business Development tools & strategies
4: Deal structure "in 7 steps"
This document provides tips for independent sales agents. It discusses how the sales model has shifted from high-pressure sales teams to more educated prospects and outsourced sales. As an independent agent, networking, social media, due diligence, contracts, prospecting lists, communication, referrals, and continuous learning are important for success in this new sales environment.
This presentation is an overview to help people turn a business idea into a real business. It walks you through the questions you need to ask yourself if you're ready for entrepreneurship, if your business idea is a feasible one, what you need to do to market and brand it, and the sales effort you need to make it successful. The full Webinar series is an 8 week intensive workshop that dives into each area in depth so that the individual is ready to launch their business at the end of the workshop.
This business proposal outlines a Business Development Manager (BDM) service offered by BRB to help companies expand internationally. The BDM service allows young graduates to gain professional experience while helping companies launch in new markets. BDMs will receive training on a company's products and conduct market research, social media outreach, and lead generation to set up appointments. Successful BDMs who meet key tasks like generating a new customer will receive a total payment of INR 15,000 over 45 days. The proposal details the BDM role, tasks, payment structure, and terms of the program.
MANJUU RANGARAJAN | PR For Startups | NSRCEL | Aug 2021 |NUMOSYS
Manjuu Rangarajan
Founder/ CEO - BrandiT Communications
Committed public relations specialist with extensive experience in driving PR campaigns and brand building for lifestyle luxury & boutique brands. Proven success developing and implementing media strategies across traditional and digital media channels. Grew businesses from Ad sales while working with top media firms. Bring to the table a strong network of media contacts.
business development sales plan is an overview of the coaching program for how to generate leads and sales of your products, services and solutions
More info available at http://www.fraserhay.co.uk
sales plan
business development plan
sales strategy
sales pipeline
sales training
sales coaching
business development
pipeline selling
social networking
social selling
online selling
sales management
sales planning
business development strategy
business development checklist
sales training checklist
At the recent event in Sydney titled "How to be a more effective content marketer" I presented a session on what marketers should consider and do before undertaking a content marketing strategy.
This presentation provided the essential considerations and steps anyone undertaking content marketing should answer to not only determine if content marketing is right for them, but also to ensure they have the strategy, structure, resources and ability to deliver the desired outcomes.
It is important reading for those either considering content marketing or currently undertaking content marketing for their business or brand. The advice is based on not only assisting marketers with the implementation of their content marketing strategy, but also from the personal experience of building the TrinityP3 brand as a thought leader in marketing management consulting in the Asia Pacific region.
Marketing for Startups | Swapnil | Feb - 2021 |NUMOSYS
1) The document outlines 5 key mistakes to avoid in inbound marketing: not having multiple lead generation channels, not being data-oriented, lacking a clear content strategy, lack of alignment between sales and marketing teams, and not properly implementing ideas.
2) Some lessons learned include having multiple lead channels from the start, tracking lead sources and ROI for each channel, focusing on quality over quantity of leads, and implementing ideas with clear goals and metrics rather than just discussing them.
3) It also recommends building marketing capabilities in-house for the long-term, outsourcing for experimentation, and hiring a mix of strategic and tactical team members.
www.trinityp3.com
Speaking at the #VividSydney Ideas session by MediaSocial 08 was held on Thursday 2 June at the magnificent Cell Block Theatre - National Art School, Forbes St, Sydney.
Darren Woolley, Global CEO and founder of TrinityP3 Marketing Management Consultants spoke on the Value of Creativity.
Providing a political, business and marketing industry context to the concept of creativity, innovation and imagination, Woolley provided a financial and economic view of the current value of ideas and provides advice on how ensure the value of the idea is realised.
http://uamcd2015.org.au/
My address for the Senior Leadership Breakfast at the RACV Club in Melbourne, Victoria Australia at the Universities Australia Marketing Communications And Development Conference
The document provides tips for effective team selling. It emphasizes doing research on prospects, having a plan, and making phone calls to build relationships that will lead to deals in the future. It also stresses focusing selling efforts on prospects most likely to make purchases, using value statements tailored to the prospect, and extracting customer success stories from existing customers to document as a proprietary asset.
Sales teams have the potential to do great work.
Most sales teams do not devote enough energy to meeting dynamics and process awareness. The skills related to this are critical components of effective teamwork, collaboration and innovation, both internally and externally. Innovative Team Selling places the focus squarely on what will actually make team selling work within organizations large and small. It outlines how to help your teams master new skills in five specific categories: interpersonal, communication, presentation, problem solving, and facilitation. Author Eric Baron also explores the challenging issue of leveraging resources to develop innovative solutions for clients in order to compete effectively in a globalized economy.
•Offers actionable strategies and techniques to improve collaboration, innovation and team processes
•Demonstrates how to put the right members on the sales call, and how to leverage their expertise before, during and after the call
•Explores in depth how teams can work effectively on a day-day-day basis to outperform their competition
•Author Eric Baron is founder of The Baron Group and is a highly acclaimed public speaker and has spoken to hundreds of organizations, trade associations and industry groups throughout his career; he is also an adjunct professor at Columbia Business School where he teaches his very popular course, Entrepreneurial Selling Skills to second year MBAs
Innovative Team Selling shows you how to lead and participate in teams that work together effectively; strategize prior to the client meetings; make successful team sales calls; and debrief honestly to determine how to learn and grow from the experience.
Please visit www.InnovativeTeamSelling.com to learn more about Eric Baron's Latest book, and download/purchase online Innovative Team Selling!
Webinar - Why You Should Let Your Buyer Design Your Sales Process eCornell
“The buyer is in charge” is one of the most popular refrains in contemporary business sales and marketing today. Well it’s true; the Internet has changed buyer behavior forever. In the old days of business sales, the seller controlled the conversation. Now, the Internet has given the power back to the buyer. Marketing has undergone a radical transformation to change their approach to meet the new buyer’s expectations. It’s sales’ turn.
The reality is the buyer views their experience with a vendor as one of the most important factors in buying. When polled, buyers rate their experience with vendors higher than the expected answers of product and price. The sales leader’s imperative is to deliver the sales experience their buyers want and expect.
Craig Rosenberg is in the Chief Analyst for TOPO. TOPO helps organizations optimize their sales and marketing to order to deliver remarkable buying experiences. He has worked with 100’s of sales, inside sales, and marketing organizations to design, build and optimize their processes. He is known to many as the "Funnelholic", the name of his very popular sales and marketing blog.
In this webinar, we provide you with the blueprint and specific use case examples. You will learn:
- Best practices for understanding your buyer
- How the buyer affects your organizational design including people, process and technology
- Specific examples of companies creating buyer-responsive processes
- This discussion is tailored for CEOs, execs, VPs, upper-level management, and anyone involved in sales and overall business strategy.
Team selling can provide benefits for complex client needs that require diverse expertise and capabilities. A team approach brings together different companies and skills to develop competitive solutions. However, team selling also presents challenges in ensuring alignment between partners in areas like company culture, sales processes, and executive priorities. To make team selling work requires preparation through activities like developing templates for legal agreements, measuring returns, and establishing communication practices. It is also important not to lose focus on the client experience and ensure their needs remain central to the team's efforts.
The document provides steps for defining a target market, beginning with accepting that the target market is smaller than initially thought. It recommends limiting the target market based on demographics, psychographics, geography, and behavior. It also suggests determining how many customers are needed based on sales cycles and calculating the number of leads and contacts required per week. The document advises selecting a target market that has the greatest need for the product or service without price being a barrier. It also recommends segmenting the market as much as possible to understand customer buying patterns and commonalities. Finally, it suggests testing assumptions about the target market before fully launching marketing efforts.
How to Accelerate Marketing Performance Through More Effective Budgeting and ...Allocadia Software
Symantec and Change Healthcare are experts in optimizing marketing budget to impact top line.
Hear firsthand their recipe for success and gain practical tips for driving organizational revenue whilst saving marketing time and money.
Join Oracle’s David Johnson and Allocadia’s Jeff Epstein on October 5th for a panel discussion with Symantec and Change Healthcare about the struggles they faced improving their marketing performance and how they have now upped their marketing game by:
- Saving critical time and improving internal efficiency during business planning season
- Building marketing plans and budgets that are aligned and measurable against corporate objectives
- Creating internal synchronization to streamline
- Making smart marketing decisions based on intelligent insights
This slide deck was used in a presentation that is available in the Training section at Business901.com. Using a structured approach, such as the Lean thinking tool of A3, the mind remains open, enabling one to examine each element of the decision or problem separately or systematically, and sufficiently, ensuring that all alternatives are considered. The outcome is almost always more comprehensive and more effective than the instinctive approach.
Changing Sales Force Behavior To Achieve High PerformanceAmitai Givertz
Slides from an AMG Executive Briefing that revisits "Changing Sales Force Behavior to Achieve High Performance" originally published by Accenture in September, 2003
10 Things Emerging Technology Companies Need to Know to Jump Start Their Way ...Debbie Gee
The document provides advice for emerging technology companies on how to jump start revenue generation. It discusses 10 key things companies need to know, including being wary of hastily hiring a sales force, being objective about their technology offering, knowing their competition, understanding where they are in the emerging technology curve, clearly communicating value to customers, being prepared to invest in winning customers, knowing when to partner, leveraging existing customers, simplifying their message, and being realistic about timelines. It also discusses how companies can execute their strategies through an outsourced sales and marketing option to help reduce costs and accelerate revenue.
Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them.
Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
business development & growth workshop for startups
we will talk about
1: what is business development?
2:business development management
3: Business Development tools & strategies
4: Deal structure "in 7 steps"
This document provides tips for independent sales agents. It discusses how the sales model has shifted from high-pressure sales teams to more educated prospects and outsourced sales. As an independent agent, networking, social media, due diligence, contracts, prospecting lists, communication, referrals, and continuous learning are important for success in this new sales environment.
This presentation is an overview to help people turn a business idea into a real business. It walks you through the questions you need to ask yourself if you're ready for entrepreneurship, if your business idea is a feasible one, what you need to do to market and brand it, and the sales effort you need to make it successful. The full Webinar series is an 8 week intensive workshop that dives into each area in depth so that the individual is ready to launch their business at the end of the workshop.
This business proposal outlines a Business Development Manager (BDM) service offered by BRB to help companies expand internationally. The BDM service allows young graduates to gain professional experience while helping companies launch in new markets. BDMs will receive training on a company's products and conduct market research, social media outreach, and lead generation to set up appointments. Successful BDMs who meet key tasks like generating a new customer will receive a total payment of INR 15,000 over 45 days. The proposal details the BDM role, tasks, payment structure, and terms of the program.
MANJUU RANGARAJAN | PR For Startups | NSRCEL | Aug 2021 |NUMOSYS
Manjuu Rangarajan
Founder/ CEO - BrandiT Communications
Committed public relations specialist with extensive experience in driving PR campaigns and brand building for lifestyle luxury & boutique brands. Proven success developing and implementing media strategies across traditional and digital media channels. Grew businesses from Ad sales while working with top media firms. Bring to the table a strong network of media contacts.
business development sales plan is an overview of the coaching program for how to generate leads and sales of your products, services and solutions
More info available at http://www.fraserhay.co.uk
sales plan
business development plan
sales strategy
sales pipeline
sales training
sales coaching
business development
pipeline selling
social networking
social selling
online selling
sales management
sales planning
business development strategy
business development checklist
sales training checklist
At the recent event in Sydney titled "How to be a more effective content marketer" I presented a session on what marketers should consider and do before undertaking a content marketing strategy.
This presentation provided the essential considerations and steps anyone undertaking content marketing should answer to not only determine if content marketing is right for them, but also to ensure they have the strategy, structure, resources and ability to deliver the desired outcomes.
It is important reading for those either considering content marketing or currently undertaking content marketing for their business or brand. The advice is based on not only assisting marketers with the implementation of their content marketing strategy, but also from the personal experience of building the TrinityP3 brand as a thought leader in marketing management consulting in the Asia Pacific region.
Marketing for Startups | Swapnil | Feb - 2021 |NUMOSYS
1) The document outlines 5 key mistakes to avoid in inbound marketing: not having multiple lead generation channels, not being data-oriented, lacking a clear content strategy, lack of alignment between sales and marketing teams, and not properly implementing ideas.
2) Some lessons learned include having multiple lead channels from the start, tracking lead sources and ROI for each channel, focusing on quality over quantity of leads, and implementing ideas with clear goals and metrics rather than just discussing them.
3) It also recommends building marketing capabilities in-house for the long-term, outsourcing for experimentation, and hiring a mix of strategic and tactical team members.
www.trinityp3.com
Speaking at the #VividSydney Ideas session by MediaSocial 08 was held on Thursday 2 June at the magnificent Cell Block Theatre - National Art School, Forbes St, Sydney.
Darren Woolley, Global CEO and founder of TrinityP3 Marketing Management Consultants spoke on the Value of Creativity.
Providing a political, business and marketing industry context to the concept of creativity, innovation and imagination, Woolley provided a financial and economic view of the current value of ideas and provides advice on how ensure the value of the idea is realised.
http://uamcd2015.org.au/
My address for the Senior Leadership Breakfast at the RACV Club in Melbourne, Victoria Australia at the Universities Australia Marketing Communications And Development Conference
The document provides tips for effective team selling. It emphasizes doing research on prospects, having a plan, and making phone calls to build relationships that will lead to deals in the future. It also stresses focusing selling efforts on prospects most likely to make purchases, using value statements tailored to the prospect, and extracting customer success stories from existing customers to document as a proprietary asset.
Sales teams have the potential to do great work.
Most sales teams do not devote enough energy to meeting dynamics and process awareness. The skills related to this are critical components of effective teamwork, collaboration and innovation, both internally and externally. Innovative Team Selling places the focus squarely on what will actually make team selling work within organizations large and small. It outlines how to help your teams master new skills in five specific categories: interpersonal, communication, presentation, problem solving, and facilitation. Author Eric Baron also explores the challenging issue of leveraging resources to develop innovative solutions for clients in order to compete effectively in a globalized economy.
•Offers actionable strategies and techniques to improve collaboration, innovation and team processes
•Demonstrates how to put the right members on the sales call, and how to leverage their expertise before, during and after the call
•Explores in depth how teams can work effectively on a day-day-day basis to outperform their competition
•Author Eric Baron is founder of The Baron Group and is a highly acclaimed public speaker and has spoken to hundreds of organizations, trade associations and industry groups throughout his career; he is also an adjunct professor at Columbia Business School where he teaches his very popular course, Entrepreneurial Selling Skills to second year MBAs
Innovative Team Selling shows you how to lead and participate in teams that work together effectively; strategize prior to the client meetings; make successful team sales calls; and debrief honestly to determine how to learn and grow from the experience.
Please visit www.InnovativeTeamSelling.com to learn more about Eric Baron's Latest book, and download/purchase online Innovative Team Selling!
Webinar - Why You Should Let Your Buyer Design Your Sales Process eCornell
“The buyer is in charge” is one of the most popular refrains in contemporary business sales and marketing today. Well it’s true; the Internet has changed buyer behavior forever. In the old days of business sales, the seller controlled the conversation. Now, the Internet has given the power back to the buyer. Marketing has undergone a radical transformation to change their approach to meet the new buyer’s expectations. It’s sales’ turn.
The reality is the buyer views their experience with a vendor as one of the most important factors in buying. When polled, buyers rate their experience with vendors higher than the expected answers of product and price. The sales leader’s imperative is to deliver the sales experience their buyers want and expect.
Craig Rosenberg is in the Chief Analyst for TOPO. TOPO helps organizations optimize their sales and marketing to order to deliver remarkable buying experiences. He has worked with 100’s of sales, inside sales, and marketing organizations to design, build and optimize their processes. He is known to many as the "Funnelholic", the name of his very popular sales and marketing blog.
In this webinar, we provide you with the blueprint and specific use case examples. You will learn:
- Best practices for understanding your buyer
- How the buyer affects your organizational design including people, process and technology
- Specific examples of companies creating buyer-responsive processes
- This discussion is tailored for CEOs, execs, VPs, upper-level management, and anyone involved in sales and overall business strategy.
Team selling can provide benefits for complex client needs that require diverse expertise and capabilities. A team approach brings together different companies and skills to develop competitive solutions. However, team selling also presents challenges in ensuring alignment between partners in areas like company culture, sales processes, and executive priorities. To make team selling work requires preparation through activities like developing templates for legal agreements, measuring returns, and establishing communication practices. It is also important not to lose focus on the client experience and ensure their needs remain central to the team's efforts.
The document provides steps for defining a target market, beginning with accepting that the target market is smaller than initially thought. It recommends limiting the target market based on demographics, psychographics, geography, and behavior. It also suggests determining how many customers are needed based on sales cycles and calculating the number of leads and contacts required per week. The document advises selecting a target market that has the greatest need for the product or service without price being a barrier. It also recommends segmenting the market as much as possible to understand customer buying patterns and commonalities. Finally, it suggests testing assumptions about the target market before fully launching marketing efforts.
How to Accelerate Marketing Performance Through More Effective Budgeting and ...Allocadia Software
Symantec and Change Healthcare are experts in optimizing marketing budget to impact top line.
Hear firsthand their recipe for success and gain practical tips for driving organizational revenue whilst saving marketing time and money.
Join Oracle’s David Johnson and Allocadia’s Jeff Epstein on October 5th for a panel discussion with Symantec and Change Healthcare about the struggles they faced improving their marketing performance and how they have now upped their marketing game by:
- Saving critical time and improving internal efficiency during business planning season
- Building marketing plans and budgets that are aligned and measurable against corporate objectives
- Creating internal synchronization to streamline
- Making smart marketing decisions based on intelligent insights
This slide deck was used in a presentation that is available in the Training section at Business901.com. Using a structured approach, such as the Lean thinking tool of A3, the mind remains open, enabling one to examine each element of the decision or problem separately or systematically, and sufficiently, ensuring that all alternatives are considered. The outcome is almost always more comprehensive and more effective than the instinctive approach.
Changing Sales Force Behavior To Achieve High PerformanceAmitai Givertz
Slides from an AMG Executive Briefing that revisits "Changing Sales Force Behavior to Achieve High Performance" originally published by Accenture in September, 2003
10 Things Emerging Technology Companies Need to Know to Jump Start Their Way ...Debbie Gee
The document provides advice for emerging technology companies on how to jump start revenue generation. It discusses 10 key things companies need to know, including being wary of hastily hiring a sales force, being objective about their technology offering, knowing their competition, understanding where they are in the emerging technology curve, clearly communicating value to customers, being prepared to invest in winning customers, knowing when to partner, leveraging existing customers, simplifying their message, and being realistic about timelines. It also discusses how companies can execute their strategies through an outsourced sales and marketing option to help reduce costs and accelerate revenue.
Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them.
Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
This is us, CAB Studios. If you feel like your marketing spend could be working harder, we might be able to help.
We believe that every time a customer connects with your business, you choose to keep or break your brand's promise. We help clients keep their promises across 16 different marketing channels.
We believe that great design solves a problem (rather than just wins awards); that customer service is a mindset, not a department and we also believe that you can handle the truth about which channels deliver the best results for your business (we're straight talkers).
If you like our chat, get in touch - we could be great together.
Coupons4Causes Local Business CoOp GuideDerrick Ali
This document introduces a local business cooperative (Co-Op) in Jackson, Michigan that allows non-competing businesses to work together on marketing initiatives. The Co-Op distributes a large postcard featuring offers from each member business to 5,000 targeted homes in the area. This provides affordable exposure and allows members to gain new customers through endorsements from other businesses. Key benefits include low cost through shared printing expenses, targeted distribution to likely customers, a proven track record for direct mail campaigns, and the ability to quickly generate new sales and measure results. The large postcard format also ensures the offers will be noticed among other mail.
Most startups experience a tension between product and service sales at some point in their lives. While Professional Services can generate revenue and customer insight, they can also distract a startup from its core mission: building a successful product.
This presentation looks at the opportunities and risks associated with setting up a Professional Services team within your company.
This document discusses the "Contribution Factor" as the key to marketing professional services effectively. It outlines seven marketing principles, with the Contribution Factor at the core. The Contribution Factor means providing value to prospects at every stage by focusing on their needs rather than just talking about yourself. The principles discussed are: 1) Marketing as a game to move prospects through stages, 2) Developing an expansive marketing mindset, 3) Using contribution-focused marketing messages, 4) Having contribution-focused conversations, 5) Providing high-value marketing materials, 6) Implementing effective marketing strategies, and 7) Tracking results and refining efforts. The overall message is that focusing on contribution makes marketing easier and attracts the right
Introducting New Business Mastery for Agencies™ - Closing on Your TermsJulia Vargiu
The New Business Mastery for Agencies™ is the culmination of over two decades experience in devising, training, implementing and assessing new business programs across a wide range of agency types and sizes. A new business program is not a pitch process; it’s a sustained, consistent relationship-building program that helps you get close to the companies on your list of ideal clients, and ultimately secure paid, profitable projects from them, without having to pitch. Refreshing isn't it?
The Trust MLM aims to provide welfare and infrastructure development projects for Eritrean refugees in eastern Sudan through microprojects and sustainability programs. The document provides details about the company's vision, mission, goals, products, target markets, operations, and strategic and financial plans. It evaluates the company's strengths and weaknesses across key business areas to identify where specialized support may be needed.
This document discusses two ways for businesses to improve their internet marketing without increasing costs. First, it suggests working directly with an experienced individual consultant rather than an agency to get more personalized service. Second, it promotes contacting the author directly to review a business's current marketing and find ways to maximize returns without spending more. The author claims their 15 years of experience allows them to improve results through efficiency and avoiding wasted spending.
Sales Segmentation & Qualification for B2B SaaS CompaniesGuillaume Lerouge
This document provides guidance on selecting target customer segments and generating qualified leads for B2B SaaS companies. It emphasizes that most founders initially think their product can appeal to everyone, but targeting a specific segment is important. Selecting the right segment determines strategic choices. Generating leads requires inbound and outbound marketing to find potential customers experiencing problems the product solves. Qualifying leads confirms a fit between the product and customers' needs. The document offers tips on segmentation, marketing, sales approaches, and qualifying leads for the target segment.
The document outlines 12 common reasons why agencies lose proposals when trying to win new business. It discusses how agencies often treat proposals as a first step in the sales process rather than a final confirmation of discussions. Key reasons for losing proposals include focusing on costs rather than value, not properly qualifying prospects, failing to develop relationships with prospects, not acting like a true partner, using the wrong pricing framing, not having a standardized process, poor expectations setting, lack of follow up persistence, lack of credibility in proposals, and not challenging clients' assumptions about what they need. The document provides advice on how agencies can improve their proposal success rate by addressing these common shortcomings.
Agency business models aren't working the way they used to. The market has shifted. And to remain relevant and competitive, agencies need to shift, too.
This whitepaper addresses how a fresh look at agency business management can make a difference.
Affiliate Marketing: A Complete Step By Step Guide For Beginners John Makris
Affiliate marketing: A Complete Step By Step Guide For Beginners Explaining The Basic Strategy, The Details And The Hidden Tricks To Make Money Online Fast
The document discusses the key pillars for building an effective customer reference program. It identifies 11 pillars that are analogous to the columns that supported the Parthenon: Executive Support, Program Promotion, Field Relations, Customer Content, Program Metrics, Client Relations, IT, Program Vision, Outside Expertise, Managing Upward, and Cross-Function. It focuses on the first five pillars, which are most critical for new programs, providing examples from the author's experience building the program at Box. Executive support, promoting the program, strong field relations, quality customer content, and impact metrics are essential.
The document provides guidance on convincing a CEO to invest in a customer loyalty program. It outlines the benefits of loyalty programs, including retaining valuable customers who spend more and refer others. The document then gives a 10 step process to build a business case, including proving expected profit increases, using customer data to show growth opportunities, and addressing potential objections. It also recommends running a pilot program to test the concept. The conclusion presents a quick pitch focusing on using data to measure success and showcasing examples of loyalty programs that increased profits.
The document provides tips for closing the first 10 B2B deals by focusing on finding early adopters and unaffiliated customers, getting reviews and referrals through an advocacy program to build social proof, and using customer advocates as the new sales team by empowering them through incentives and engagement. It emphasizes aiming for the right target customers, developing competitors' status quo, and using different traction channels like networking, early adopter programs, and referrals to accelerate deals through existing satisfied customers.
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Convincing your CEO to invest in a loyalty programmecolinjones001
This document provides guidance on building a business case to convince a CEO and senior management team to invest in a customer loyalty program. It outlines the benefits of loyalty programs, including retaining valuable customers who spend more and drive revenue. The document recommends a 10 step process to build the case, including proving expected profit impact, using customer data to show growth opportunities, and addressing potential objections. It also suggests running a pilot program to test the concept and demonstrate results before full implementation.
Similar to Mpull pricing and-packaging-october-2016 (20)
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Mastering Local SEO for Service Businesses in the AI Era"" is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
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We’ve entered a new era in digital. Search and AI are colliding, in more ways than one. And they all have major implications for marketers.
• SEOs now use AI to optimize content.
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Key Takeaways:
How to use AI to optimize your content
How to find topics that algorithms love
How to get AI to mention your content and your brand
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Learn how your business's online presence affects outbound lead generation and what you can do to improve it with a complimentary 13-Point Trust Element Assessment.
Capstone Project: Luxury Handloom Saree Brand
As part of my college project, I applied my learning in brand strategy to create a comprehensive project for a luxury handloom saree brand. Key aspects of this project included:
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This project helped me gain practical experience in brand strategy, from research and analysis to strategic planning and implementation.
Unlock the secrets to enhancing your digital presence with our masterclass on mastering online visibility. Learn actionable strategies to boost your brand, optimize your social media, and leverage SEO. Transform your online footprint into a powerful tool for growth and engagement.
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Customer Experience is not only for B2C and big box brands. Embark on a transformative journey into the realm of B2B customer experience with our masterclass. In this dynamic session, we'll delve into the intricacies of designing and implementing seamless customer journeys that leave a lasting impression. Explore proven strategies and best practices tailored specifically for the B2B landscape, learning how to navigate complex decision-making processes and cultivate meaningful relationships with clients. From initial engagement to post-sale support, discover how to optimize every touchpoint to deliver exceptional experiences that drive loyalty and revenue growth. Join us and unlock the keys to unparalleled success in the B2B arena.
Key Takeaways:
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This session will aim to comprehensively review the current state of artificial intelligence techniques for emotional recognition and their potential applications in optimizing digital advertising strategies. Key studies developing AI models for multimodal emotion recognition from videos, images, and neurophysiological signals were analyzed to build content for this session. The session delves deeper into the current challenges, opportunities to help realize the full benefits of emotion AI for personalized digital marketing.
Dive deep into the cutting-edge strategies we're employing to revolutionize our web presence in the age of AI-driven search. As Gen Z reshapes the digital realm, discover how we can bridge the generational divide. Unlock the synergistic power of PPC, social media, and SEO, driving unparalleled revenues for our projects.
Empowering Influencers: The New Center of Brand-Consumer Dynamics
In the current market landscape, establishing genuine connections with consumers is crucial. This presentation, "Empowering Influencers: The New Center of Brand-Consumer Dynamics," explores how influencers have become pivotal in shaping brand-consumer relationships. We will examine the strategic use of influencers to create authentic, engaging narratives that resonate deeply with target audiences, driving success in the evolved purchase funnel.
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Digital Marketing Services | Techvolt Software :
Digital Marketing is a latest method of Marketing techniques widely used across the Globe. Digital Marketing is an online marketing technique and methods used for all products and services through Search Engine and Social media advertisements. Previously the marketing techniques were used without using the internet via direct and indirect marketing strategies such as advertising through Telemarketing,Newspapers,Televisions,Posters etc.
List of Services offered in Digital Marketing |Techvolt Software :
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1. Search Engine Optimization (SEO)
2. Search Engine Marketing (SEM)
3. Social Media Optimization (SMO)
4. Social Media Marketing (SMM)
5. Campaigns
Importance | Need of Digital Marketing (Online Promotions) :
1. Quick Promotions through Online
2. Generation of More leads and Business Enquiries via Search Engine and Social Media Platform
3. Latest Technology development vs Business promotions
4. Creation of Social Branding
5. Promotion with less investment
Benefits Digital Marketing Services at Techvolt software :
1. Services offered with Affordable cost
2. Free Content writing
3. Free Dynamic Website design*
4. Best combo offers on website Hosting,design along with digital marketing services
5. Assured Lead Generation through Search Engine and Social Media
6. Online Maintenance Support
Free Website + Digital Marketing Services
Techvolt Software offers Free website design for all customer and clients who is availing the digital marketing services for a minimum period of 6 months.
With Regards
Janani Digital Marketer
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The Strategic Impact of Storytelling in the Age of AI
In the grand tapestry of marketing, where algorithms analyze data and artificial intelligence predicts trends, one essential thread remains constant — the timeless art of storytelling. As we stand on the precipice of a new era driven by AI, join me in unraveling the narrative alchemy that transforms brands from mere entities into captivating tales that resonate across the digital landscape. In this exploration, we will discover how, in the face of advancing technology, the human touch of a well-crafted story becomes not just a marketing tool but the very essence that breathes life into brands and forges lasting connections with our audience.
In this dynamic session titled "Future-Proof Like Beyoncé: Syncing Email and Social Media for Iconic Brand Longevity," Carlos Gil, U.S. Brand Evangelist for GetResponse, unveils how to safeguard and elevate your digital marketing strategy. Explore how integrating email marketing with social media can not only increase your brand's reach but also secure its future in the ever-changing digital landscape. Carlos will share invaluable insights on developing a robust email list, leveraging data integration for targeted campaigns, and implementing AI tools to enhance cross-platform engagement. Attendees will learn how to maintain a consistent brand voice across all channels and adapt to platform changes proactively. This session is essential for marketers aiming to diversify their online presence and minimize dependence on any single platform. Join Carlos to discover how to turn social media followers into loyal email subscribers and ultimately, drive sustainable growth and revenue for your brand. By harnessing the best practices and innovative strategies discussed, you will be equipped to navigate the challenges of the digital age, ensuring your brand remains relevant and resonant with your audience, no matter the platform. Don’t miss this opportunity to transform your approach and achieve iconic brand longevity akin to Beyoncé's enduring influence in the entertainment industry.
Key Takeaways:
Integration of Email and Social Media: Understanding how to seamlessly integrate email marketing with social media efforts to expand reach and reinforce brand presence. Building a Robust Email List: Strategies for developing a strong email list that provides a direct line of communication to your audience, independent of social media algorithms. Data Integration for Targeted Campaigns: Leveraging combined data from email and social media to create personalized, targeted marketing campaigns that resonate with the audience. Utilization of AI Tools: Implementing AI and automation tools to enhance efficiency and effectiveness across marketing channels. Consistent Brand Voice Across Platforms: Maintaining a unified brand voice and message across all digital platforms to strengthen brand identity and user trust. Proactive Adaptation to Platform Changes: Staying ahead of social media platform changes and algorithm updates to keep engagement high and interactions meaningful. Conversion of Social Followers to Email Subscribers: Techniques to encourage social media followers to subscribe to email, ensuring a direct and consistent connection. Sustainable Growth and Minimized Platform Dependence: Strategies to diversify digital presence and reduce reliance on any single social media platform, thereby mitigating risks associated with platform volatility.
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
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In this webinar, you’ll discover:
The underlying dynamics fueling sales and marketing misalignment
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How to align on metrics that matter
Why it’s essential to break down technology and data silos
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2. ABOUT THE AUTHOR
Daryn Smith is the co-founder and
director of MPULL, an inbound
marketing agency based in South
Africa. He is an entrepreneur at
heart and is always challenging
conventional and incumbent thinking.
Daryn, in essence a marketing
scientist, has qualifications in both
marketing and computer science.
He has combined these disciplines
to bring accountability and
measurability to the creative magic of
marketing.
Daryn Smith
3. CONTENTS Introduction
Chapter 1: Start with ‘why’
Chapter 2: Pricing models
Chapter 3: How much profit should you be making?
Chapter 4: How much to charge for your time
Chapter 5: Fixed deliverable packages
Chapter 6: Agile retainers
Chapter 7: How to plan sprints
Chapter 8: How much is this problem worth to you?
Chapter 9: Getting the confidence to charge and deliver
How Mpull can help you
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4. INTRODUCTION When my co-founder Graeme Wilson and I started MPULL, we set
out to create an agency that focused on the B2B segment of the
South African market.
We must have done something right, because despite the fact
that neither of us had any previous agency experience, MPULL
became a HubSpot Platinum Partner in just 11 lightning-fast
months. Needless to say, we learnt a huge amount along the way,
most of it through a process of (grey-hair-inducing) trial and error.
Graeme and I weren’t your typical agency owners.
Having both come from big corporates, we focused on building a
scalable business that didn’t need us for day-to-day operations.
It was important to us that we worked on the business, not in the
business.
Early on, we also decided that instead of using freelancers, we
were going to build our own team of in-house pros. We selected
our team members carefully and then spent countless hours
training each one. The result? A highly skilled team with a vast
amount of collective experience.
Of course, not everything was smooth sailing. Through the
process of setting up the agency, we almost shut down due to
incorrect pricing and packaging models that put pressure on our
cash flow.
LEARN FROM OUR
MISTAKES
4
5. But, like they say: smooth seas don’t make skilled
sailors.
While we were ironing out the kinks in our pricing and packaging
model, agencies from around the world began to take notice
of the quality of the work we were doing, the impressive results
our clients were getting, and the speed at which our agency was
growing. They began reaching out and asking us for advice and
for help delivering their own clients’ work.
That’s when we decided to pivot our business to
focus on helping agencies grow.
We now do this by providing solutions to help with agencies’
supply requirements (by white labeling our services) and demand
solutions (by marketing their agency so they can focus on selling
and servicing clients), and through offering consulting services
(by sharing the knowledge we’ve gathered along the way).
In this guide, I share our most valuable insights into correctly
pricing and packaging inbound marketing and HubSpot-related
services.
5
6. CHAPTER 1:
START WITH ‘WHY’
EVERYTHING YOU
DO IN BUSINESS
STEMS FROM
YOUR ‘WHY’
Before we get into the nitty-gritty of building out your pricing
and packages, you need to ask yourself one very simple – but
incredibly important – question: Why did you start this agency? (Or,
if you’re an employee: Why are you an employee at this agency?)
Now, I know navel-gazing isn’t par for the course in the business
world. But if you spend a few minutes thinking about it, chances
are you have a very specific reason why you’re an agency owner
or employee.
This reason – your ‘why’ – will impact which services
you offer and how you price them.
For example, if you want to win awards and get recognition
for your creativity, you most likely need to offer above-the-
line services where you can create brilliant TV ads that don’t
necessarily generate any ROI.
Or maybe you’re a billionaire with a passion for helping others
attain success and wealth, so you’ve created an inbound
marketing agency to help your customers grow their businesses.
Making a profit out of your own agency, however, isn’t really a
priority.
If you’re a workaholic employee who doesn’t want to have a
personal life, then charging rock-bottom rates is a great way to
ensure that you and your colleagues have to work long, hard
hours just to cover your monthly expenses.
I highly recommend reading Simon Sinek’s book, Start With Why,
or watching his TED Talk, How great leaders inspire action, to
fully understanding why finding your ‘why’ is key to building a
successful business.
In addition, check out my other eBook, How to Differentiate Your
Agency, for more on the importance of properly positioning your
agency.
6
7. CHAPTER 2:
PRICING MODELS
Let’s start with a breakdown of the most common pricing models
available to agencies.
Media commission-based model
This is probably the oldest model around, and it’s still commonly
used by traditional above-the-line agencies. On this model, the
agency comes up with a creative concept based on a brief. They
usually don’t charge too much for this concept; they literally
charge for the hours it will take to produce the campaign, only
including a relatively small margin. The big bucks, however, are
in the commission the agency earns from booking media space
with media houses.
When I was client-side, I used to think that the media planners
working on my brand were making strategic decisions about
the media my company bought to get us maximum reach to
our target market. But when I later worked for a media house,
I realised that they offered incentives for booking media with
them. Surprise, surprise, it turns out that the media planners
always went with the best incentives, and not necessarily with
what was best for the brands they were representing.
Project-based model
This is the most prevalent model used by agencies. It usually
also works on media commissions as per the above model. On a
project-based model, whenever a brand needs something, they
brief their agency on the project.
This model presents problems for both brands and agencies.
From an agency’s perspective, using a project-based model
means you can’t plan ahead, because you have no way of
knowing what projects will be coming in over the next few
months.
7
8. Put HubSpot tracking code onto website
From a brand’s perspective, the pitfall of the project-based model
is that there’s no guarantee that the agency will have capacity
to execute an urgent piece of work when you really need it. In
addition, if the team that usually works on your brand is busy on a
different project, you run the risk of being assigned a wet-behind-
the-ears team that’s going to make costly amateur mistakes.
Cost-per-acquisition model
On this model, the brand only pays the agency for the leads or
customers the agency generates as a result of marketing.
From a brand’s point of view, this sounds like a pretty awesome
model. Because you only pay for marketing that results in actual
leads or customers, it really forces your agency to come up with
marketing that performs.
From an agency’s perspective, however, a cost-per-acquisition
model presents some serious problems.
Firstly, if you don’t control the sales team, you can’t be held
responsible for acquiring customers. We earned this insight the
hard way when we generated over 600 high quality leads for a
particular client, but because their sales team failed to follow up
on any of them, the end result was zero new customers.
Similarly, you can’t be held responsible for acquiring customers
if you don’t control the product. The bottom line is that no matter
how good your marketing is, if the product sucks, no one’s going
to buy it.
Lastly, working out how much you should charge per lead
or customer acquired requires doing some mind-bogglingly
complicated calculations. You’ll need more than a beautiful mind
to work out how to recover costs when your marketing strategy
deploys multiple tactics and has countless moving parts.
Retainer-based model
On a retainer-based model, a brand and agency enter into a
contract that specifies a fixed monthly cost, over a fixed period
of time. In return, the agency either needs to have a team ‘on
call’ and waiting for work, or is required to execute a fixed set of
deliverables each month.
Retainer-based models are great for agencies, because you
know exactly how much money will be coming in each month.
8
9. To correctly price and package your inbound marketing services,
you need to know exactly how much profit you want to make.
(And no, ‘as much as possible’ isn’t a good enough answer.)
A good profit margin for any agency is anything
above 30%.
If you’re not sure how much profit you should be making, you’re
not alone. HubSpot’s Agency Pricing & Financials Report reveals
that a whopping 61% of agencies have a profit margin that falls
below 30%. Worse, the report shows that 15% of agencies don’t
even know their margin. This means that only 24% of agencies
are making a 31% profit margin or more.
I’m going to be frank with you. Delivering quality inbound
marketing services is hard work. If you’re not making a decent
profit, it might make more sense for you to put your savings into
shares or some other financial vehicle and wait for the dividends
and interest to pay out. You’ll save yourself a lot of sweat, blood,
and tears.
YOUR PROFIT MARGIN’S
SWEET SPOT? 30%
CHAPTER 3:
HOW MUCH PROFIT
SHOULD YOU BE
MAKING?
9
10. If you’re set on making a success of your agency, however, hitting
the right profit margin is essential.
The right profit margin is key to a healthy cash flow.
There’s a delicate balancing act that anyone who’s started a
business from scratch is intimately familiar with. Starting an
agency with no clients and a new bank account means that you
need to receive income from work done before you can pay for
expenses incurred. This, in a nutshell, is the challenge of cash
flow. Add employees, landlords, and other monthly overheads to
the mix, and you’ll soon see why entrepreneurs’ LinkedIn profiles
list ‘financial tightrope walker’ under skills and experience. (And if
they don’t, they should.)
Unfortunately, so many agencies – we were almost one of
them – fall prey to cash flow problems.
In the HubSpot report referenced above, 10% of agencies are
only making a 6-10% profit margin. Let’s do a little experiment
to see what the reality of that looks like. We asked how long it
would take an agency with a 7% profit margin to get enough
money in their bank account to cover just one month’s expenses
in advance.
To answer this question, our Financial Manager put together
some crazy spreadsheets based on the average size of retainers
and so on referenced in the Agency Pricing & Financials Report.
The answer? 14 months.
This means that if your margin is hovering around the 7% mark,
for well over a year you are going to be under immense stress
at every month end, while you desperately chase clients for
payment just to stay afloat.
Do the same calculations when you’re making a 30% margin,
however, and you’re cash flush in just two months.
Business best practice dictates that a healthy agency should
have three months’ cash flow sitting in reserves for a rainy day.
If your pricing reflects the correct profit margin, you can achieve
this in just six months.
10
11. CHAPTER 4:
HOW MUCH TO CHARGE
FOR YOUR TIME
THE VALUE YOU CREATE
IS NOT BASED ON HOW
LONG IT TAKES YOU TO
DO SOMETHING
We started our agency around a dining room table. Back then,
we had minimal expenses. We didn’t pull salaries either; we were
going to give this entrepreneurial thing a bash and needed our
savings to fund the first few months’ cash flow.
When we had to present our first proposal, we put together
a costing by simply adding our expenses together and then
tacking on a bit of a margin. That costing, and several more that
followed, was $700 a month, and the list of deliverables was
huge. We hadn’t factored in the high cost of producing content,
and from the beginning we were running at a loss.
Things only escalated from there. Soon we needed employees
to help us. We couldn’t have the employees working from our
homes, so suddenly we needed an office space and things like
laptops, phones, and coffee machines. Next thing, the employees
wanted beer and pizza on Fridays! Overnight, we were up to our
necks in expenses.
Working out your hourly rate from scratch can be a
minefield.
You might think that working out an hourly rate is simple, but
it isn’t. There’s more to it than just taking all your current and
projected future costs, grouping them into fixed and variable,
and then working out an hourly rate. Trust me, I’ve been down
this rabbit hole many times, and every time I’ve ended up with a
spreadsheet so complicated, I couldn’t even read it myself.
One of the biggest problems is that there are just too many
variables. What if a staff member goes on maternity leave? What
if a laptop is stolen and you need to replace it?
11
12. Successful agencies that are way beyond start-up mode have
reams of historic data to base their hourly rate on. Some of
these agencies took part in the research that led to HubSpot’s
Agency Pricing & Financials Report. The report says that the
average blended hourly rate for an agency is $125 to $150. Take
my advice: skip the complicated spreadsheets and use this as a
guideline for what your agency should be charging per hour.
Use value-based pricing.
If you charge an hourly rate for every person on your team,
the most money you can ever make is limited to how many
productive hours your team can churn out, multiplied by the
hourly rate.
Some agencies refer to themselves as being in the ‘slave trade’.
As cringeworthy as it is, the idea can be used to illustrate a useful
point.
Some slaves are more efficient than others. If Slave A gets more
done in an hour than Slave B does, should you charge Slave A
out at a higher rate? Or imagine both slaves are equally skilled
and speedy, but you put them onto different tasks. Slave A is in
charge of growing vegetables, while Slave B just tends the flower
beds. If vegetables are more valuable to your client than flowers,
should you charge more for Slave A’s services than you do for
Slave B’s? Value-based pricing solves these problems.
The premise of value-based pricing is that the value
you create is not based on how long it takes you to
do something.
To solve the challenge of charging for value, we use a very
simple formula:
Cost = Time it will take to complete a task multiplied
by the value it will deliver.
We’ve assigned a multiplier to the three levels of value:
1 = low value
1.5 = medium value
2 = high value
This means that for a low value task, we only charge a client for
the time it takes us to complete it. But for something that adds
huge value, we charge double the time it takes us.
Always budget according to the B-players principle.
So, how do you work out how long it will take someone to
complete a task? As an agency owner or senior agency
employee, you’re probably an ‘A-player’. This means that you’re
effective and efficient.
As an A-player, you might assign the following time slots to the
following tasks:
COST = TIME X VALUE
1 = low value
1.5 = medium value
2 = high value
12
13. But let’s face it: there are very few A-players in the world, and
every agency is going to end up with at least a few ‘B-players’ on
staff.
B-players aren’t as effective or efficient as A-players. Maybe it’s
their first job and they’re still learning the ropes. Maybe they’re
anxious and they’re always triple-checking everything they do. Or
maybe they’re just, well, a little slow.
B-players need more time to complete the same tasks:
Assign time to tasks according to the B-players
principle.
When you sit down to work out how much time you need to
account for X or Y, make sure you work according to B-player
timing. Even if you can write and post a social media update in 15
minutes, your costing needs to allow for 25 minutes.
Task
15 minutes
1 hour
Time
Write a social media update and post it
Build a landing page in HubSpot
Task
25 minutes
1.5 hour
Time
Write a social media update and post it
Build a landing page in HubSpot
13
14. Many inbound marketing agencies sell fixed deliverable
packages to their clients, and these packages often go by the
names of fast, faster and fastest. For each package, there is a
certain amount of work that needs to be delivered each month.
The agency is contracted to deliver these services every month,
usually for 12 months.
Here’s an example of three fixed deliverable packages an
agency might offer:
4 X 1500
words
1
1
4
2 accounts
1
1
12
4 4 6
1 account
1 step
1 hour per
week
Content Offers and Content Promotion
Social Media
Templates
Email Marketing
eBooks i n 12 months incl design and
Landing Pages, forms
Social Media Posts
Custom Landing Page Template
Launch Emails in 12 months
Social Selling Posts on Linkedin
Custom Email Template
Blog Newsletter in 12 months
Promotional Offer in 12 months
Twitter Monitoring & Proactive Social
Media
SEO optimized blogs written and
posted per week
Content Calendar
Marketing Automation & Buyer Journeys
4 x 3500
words
2
2
4
3 accounts
1
1
12
2 accounts
4 steps
2 hours per
week
6 x 3500
words
3
3
6
4 accounts
1
1
24
6 accounts
8 steps
3 hours per
week
Basic Intermediate Advanced
FIXED DELIVERABLE
PACKAGES
THERE’S NO SUCH
THING AS ‘ONE
SIZE FITS ALL’
CHAPTER 5:
14
15. There’s no such thing as ‘one size fits all’.
The problem is that the same activity – such as sending out a
promotional email – can have very different results from client
to client, even when both clients are on the same package. This
is because every persona you target on behalf of a customer is
unique. One client’s customers might love reading blogs, while
another client’s are into video. Because of this, fixed deliverable
packages don’t really work.
Fixed deliverable packages don’t allow for
experimentation.
As an inbound marketing agency, you’ve most likely promised
your clients growth, sales, and customers. So, when the tactics
you’re implementing don’t result in actual revenue or sales, you
need to adjust your tactics and try something different.
In our experience, this kind of (entirely necessary)
experimentation doesn’t gel well with fixed deliverable packages.
The rub is that when your deviation does in fact lead to growth,
the client is usually happy. When something new doesn’t work
out, however, they want credit notes for not sticking to the
contract.
It’s tough to implement time for improvements.
As an analytics-crazed inbound marketer, you’re constantly
identifying ways to change and improve your client’s marketing
strategy. These data-driven insights are one of the big bonuses
of the inbound marketing approach.
Another problem with fixed deliverable packages is that they
don’t allow for the cost of implementing these new insights. For
example, a strategist in my team once analysed a workflow and
identified 52 ways to potentially improve its performance. We
slowly started to implement a few of these each month, because
our fixed deliverable contract only accounted for one hour of
implementation a month. We even offered extra value and spent
four hours a month implementing the improvements, but the
client was still unhappy. They couldn’t understand why we were
taking so long.
15
16. So, what’s the best way to package your inbound marketing and
HubSpot-related services? In my opinion, agile retainers are the
way to go.
With an agile retainer, the client buys a certain number of points
in a retainer format. At the beginning of each cycle or sprint, you
decide how you are going to ‘spend’ those points. This decision
is based on data analysis and learnings gained in previous
sprints.
Agile retainers allow for a tailored, agile approach.
One sprint, you may decide to target your client’s online
stationery store to ‘Mother Maggie’, so you use points to produce
a lot of social media posts on Facebook. The following sprint, you
might want to target ‘Office Manager Olivia’. To reach her, you
write an eBook and share it across relevant LinkedIn Groups.
The nice thing about using a points system is that your options
aren’t limited to inbound marketing tactics. If you believe that
creating a video for your client’s home page will add the most
value, you can do that. Or maybe you see the need to create a
sales playbook for your client’s sales team. Points can be used
for whatever action is going to have the most impact.
Use a simple time-to-points calculation to work out
how much each task ‘costs’.
Keeping the principles of B-players and value-based pricing
in mind, working within a points-based agile retainer is easy
peasy. Here’s how we calculate the number of points needed for
specific tasks:
5 points = 15 minutes, so 20 points = 1 hour
AGILE RETAINERS
A RETAINER-BASED
MODEL THAT ALLOWS
FOR AGILE, TAILOR-
MADE MARKETING.
CHAPTER 6:
16
17. Let’s say that building out an eight-step marketing automation
workflow will take a B-player 3 hours to complete. But we also
know that it’s going to add huge value to the client. So, following
the principle of value-based pricing, we take the 3 hours and
multiply it by 2 to give us 6 hours.
6 hours = 120 points
So, building out an eight-step marketing automation workflow will
cost 120 points.
Assign a set number of points to each sprint.
On a points-based retainer, every sprint (or cycle) is assigned a
certain number of points. At the start of each sprint, it’s your job
to come up with a list of deliverables that use up all the available
points. This decision should be based on what the client has
asked for, as well as on what you’ve recommended.
Most of our 12-month retainers are divided into four quarterly
sprints. So, if the client pays us $8000 a month, and if the sprint is
three months long, the total cost of the sprint is $24,000. Half of
this goes to planning, analysis and account management, which
is something everyone under-charges for. We use the other half
for agile story points. In this example, we used $125 per hour as
the hourly rate.
If we don’t use up all the points in a quarter, they carry over to the
following quarter.
What’s great about these retainers is that clients can easily shrink
or expand their retainers once they start seeing results. And
guess what? We’ve seen more expanding than shrinking.
What about account management and project
management?
One thing that agencies always under-estimate is the amount of
time that goes into account management, project management
and analysis of a client’s marketing. As a rule of thumb, we
currently recommend that half the monthly retainer is kept aside
for this.
If you’re familiar with the idea of growth-driven design, you’ll
notice that this model is closely aligned to that methodology.
Ease into agile retainers with a phased approach.
If your clients are all on fixed deliverable packages but you want
to give this agile methodology a try, start by building a hybrid
pricing model. Include some fixed deliverables, like blogging, as
well as a set of points that allow you to be agile.
$4,000 $8,000 $12,000
$2,000
$2,000
$4,000
$4,000
$6,000
$6,000960pts 1920pts 2880pts
Planning, Analysis, Account Management
Agile Story Points in 3 Month Sprint
Monthly Costs Monthly Costs Monthly Costs
Basic Intermediate Advanced
10 keywords
3 accounts
yes
yes
SEO
Website
Social
Email
Paid
Marketing Automation
Agile Points to impliment
15 keywords
6 accounts 9 accounts
1 campaign 2 campaigns
yes
yes yes
yes yes
480 points 960 points
20 keywords
yes
Content Offers and Content Promotion
17
18. When working on a retainer-based model, it’s a good idea
to build out your deliverables into sprints. We recommend a
quarterly sprint, but you could do a two-month sprint, or even a
one-month sprint.
Beware of shorter sprints.
Shorter sprints can be problematic, especially if you are doing
proactive analysis of your client’s marketing. This is because the
changes you implement in a sprint may not have enough time to
settle in and start producing results. You’ll then pick up the same
problems in the following sprint, and it will just look like you’re not
doing your job.
Stick to a process.
It’s important to build – and stick to – a process for running
sprints. A tried-and-tested process ensures that you don’t forget
tasks and allows you to track the status of all work planned and
in production. Apart from various project management tools, we
use a system we developed called inboundlibrary.com, which
assists us in the management of strategic content production and
distribution, over and above HubSpot.
Use the four growth-driven design (GDD) sprint
stages.
HubSpot outlines four stages in a sprint in GDD for inbound
marketing, website, and CRM activities.
They are:
• Planning
• Building
• Learning
• Transfer
HOW TO PLAN SPRINTS
SEE EVERYTHING
YOU DO AS AN
EXPERIMENT.
CHAPTER 7:
18
19. Planning stage
Planning happens at the beginning of a sprint. If you are running
quarterly sprints, this might be the first two to three weeks. First,
consolidate all the requests your client has made along with all
the recommendations you have identified from your analysis.
Then, calculate how many points it will ‘cost’ to implement this
experiment.
Try to see everything you do as an ‘experiment’. Write a
hypothesis statement on what you think will happen and devise
a way to test whether it worked or not. You also need a plan for
keeping it live if it works, or rolling back to the previous version
if it fails. For more elaborate recommendations, it’s a good idea
to build out small pre-experiments to test how users or personas
will respond, before you put all the effort into creating something
that doesn’t end up working.
By the end of the planning phase, you know exactly which
experiments will be carried out in the building phase.
It’s worth noting that should an urgent requirement come in while
you are in a sprint, you can always swop it out with one of the
experiments that you had planned. Alternatively, the client might
be prepared to pay more for extras.
Building stage
The next month and a half is spent creating and building all the
experiments. Depending on the nature of these experiments, this
could be the responsibility of a number of different people on
your team, including strategists, HubSpot administrators, writers,
designers, or developers.
Learning stage
All experiments then move into the ‘learning bucket’. They stay
in this bucket until we have enough data to decide whether they
worked or not, so some experiments may need to stay in the
bucket for a number of sprints.
For example, a content offer that you’ve conceptualised, written,
and published might stay in the learning bucket for nine months
while you actively promote it through blogging and social media.
Once you’re able to judge how well the content offer really
performed, it’s ready to move into the transfer stage. The transfer
stage is where you decide to either put the offer back into
another sprint, or create something else based on your learnings.
Transfer stage
As alluded to in the previous step, the transfer stage is where
you create a report showing the status of all experiments in the
learning stage. This report should also show how the sprint went
in terms of what was planned and how much of this was actually
built.
All recorded learnings will be used to make decisions during the
planning stage of the following sprint.
19
20. Some agencies are taking a completely different approach to
pricing. When tasked with solving a client’s problem, they ask,
“How much is this problem worth to you?” In other words, if we
solve this problem, what will it mean for you?
When faced with this question, clients often put forward a very
large number to make the problem go away. The agency can
then do whatever they need to do with the budget available.
If the agency doesn’t solve the problem, they offer a percentage
back to the client. Although this is similar to the cost-per-
acquisition model we looked at earlier, at least on this model, the
costs are covered and the amounts are usually large.
HOW MUCH IS THIS
PROBLEM WORTH TO
YOU?
CHAPTER 8:
CLICK HERE IF YOU WOULD LIKE TO BE
NOTIFIED WHEN THE NEXT EDITION OF THIS
GUIDE LAUNCHES.
IN IT, YOU’LL FIND OUT MORE ABOUT THIS MODEL, AND
OTHERS THAT MAY BE IN INCUBATION RIGHT NOW.
20
21. CHAPTER 9:
GETTING THE
CONFIDENCE TO
CHARGE AND DELIVER
Looking back, one of the reasons we charged so little in the
beginning – and almost sunk our agency as a result – was
because we didn’t have 100% confidence in inbound marketing
or our ability to get results for our clients.
The inbound marketing methodology gets results, so
don’t be afraid to charge accordingly.
Here’s the thing: inbound marketing really works. If we aren’t
living proof of that, there are hundreds of case studies available
on the HubSpot website that really should give you confidence in
the methodology.
Get your sea legs by doing some pro-bono work if
you have to.
Early on, we did some pro-bono work to learn and test the
methodology. One of the things I did was create an active,
strategic blog for my local town’s tourism website. As a result, I
watched the site’s traffic grow and the enquiries flood in. Even
better? One of the residents noticed the change, and actually
became our first client.
Partner with agencies and providers that have
experience.
Bolster your confidence by finding partners that have the
experience you lack. For example, if you’re a great web designer
but you’re not comfortable building workflows, find someone who
can fill that gap for you.
MPULL exists to help agencies grow. As such, we often help
agencies with their first few retainers, and the relationship is
usually so beneficial that we often end up becoming long-term
partners. The recipe is simple, really: You focus on what you’re
good at, we take care of the rest.
DON’T UNDERCUT
YOURSELF
21
22. HOW MPULL CAN
HELP YOU
We partner with HubSpot partner agencies that want to scale.
ACCELERATE YOUR PROFITABILITY AND GROWTH
• Sell and market aggressively: sell inbound marketing and
HubSpot to your existing customers, or take an aggressive
go-to-market strategy without the worry of how to deliver
when you close deals as you can use one of our packages.
• Escape the global skills shortage: avoid inflated salaries due
to scarce resources, and never deliver below average service
while you upskill your employees on HubSpot by taking
advantage of our packages.
• Reduce learning curve: no need for trial-and-error when it
comes to developing a scalable process to deliver to your
customers, we provide best-practice consulting on processes
and delivery.
• Diversify your offering without the risk: test your market’s
interest in inbound marketing (or any of the other services
we are building out to future-proof your agency) without
investing in resources and infrastructure.
Agency Supply Services
Providing packages to permanently or temporarily deliver
solutions you have sold.
• Inbound Strategy
• HubSpot Configuration and Administration
• HubSpot Support
• Content Production
• Ds Digital Analysis and Analytics
• Growth Driven Design
• Website Design & Development
• CRM
Agency Demand Services
Providing a solution to find customers and better utilize
your existing resources.
• Agency Inbound Marketing
• Resource Utilization
• Agency Positioning
• Pitching and Proposal Consulting
• Agency Service Diversification
• Mergers & Acquisitions
Consulting Services
Assisting agencies across supply and demand
• Team and Structure Development
• Process Development & Optimization
• Delivery Templates
• Pricing and Package Development
22
23. We would love to chat to you further about
how we can help your agency grow and scale.
To schedule a chat click on the link below.
LET’S CHAT ABOUT
HOW WE CAN HELP
YOU
SCHEDULE A CALLSIGN UP HERE
NOTIFY ME OF
UPDATES TO THE
PRICING & PACKAGING
GUIDE
In the next editition, you’ll find out more about the
model in chapter 8, and others that we are working
on as we speak.
23