Marketing

Three Marketing Secrets to Make Your B2B Digital Life Easier

By STEPHANIE WOODCOCK While we are all working tirelessly to increase sales in this unsettled business environment, I’m giving away some of my digital marketing secrets to help you. Listening to clients’ needs and struggles in the construction industry has helped me develop a syllabus of sorts. I begin with Digital Marketing 101. When clients

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New Outside Sales Realities: Creatively Continue Your Process and Stay Ahead of Your Competitors Who Don’t

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By TOM WOODCOCK There apparently is a new normal in business. Now everyone will live by Zoom and companies will save tons of overhead. COVID has changed business forever. At least, that’s what we’re being told. I see a couple significant issues with this perspective as it relates to outside sales efforts. The people perpetuating

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Virtual is the New Visual: Keep Your Marketing Simple and Effective in Turbulent Times

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By STEPHANIE WOODCOCK As work continues in the wake of this global crisis and some form of normalcy resumes, there is a new landscape to navigate in our marketing efforts. Yes, marketing. Did we forget? I don’t blame you. It’s easy to forget parts of our overall business strategies when we are currently living out

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Virtual is the New Visual: Keep Your Marketing Simple and Effective in Turbulent Times

By STEPHANIE WOODCOCK As work continues in the wake of this global crisis and some form of normalcy resumes, there is a new landscape to navigate in our marketing efforts. Yes, marketing. Did we forget? I don’t blame you. It’s easy to forget parts of our overall business strategies when we are currently living out

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Sales Excuses in Place of Sales Effort: Smart Sales Professionals Ditch the Excuses

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By TOM WOODCOCK I’ve worked with hundreds of people responsible for their company’s sales effort. I’ve seen some incredible individuals who seem to be in the mix on every deal they go after. They nail it and ask little in return, except for their bonus or commission check. Their companies thrive and their profit margins

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How to Turn Referrals Into New Business: Let Marketing Tell Your Story

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By STEPHANIE WOODCOCK As an architectural, engineering, or construction (A/E/C) company, how do you acquire business? Some common answers I’ve heard are through “trust, longevity, relationship, price, expertise and quality.” I’ve also heard the following: “I don’t need marketing, because most of our business comes from referrals.” In fact, if I had a nickel for

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Cultivating the Best Customers: Build Them and They’ll Be Yours

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By TOM WOODCOCK The challenge in developing a customer base is determining which customers represent the best possible opportunity. Which pay the best? Which are easiest to work with? Which are the least demanding? Companies market themselves to death trying to attract these types of customers. That’s the core problem – thinking all you need

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Is Traditional Marketing Dead?

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By STEPHANIE WOODCOCK Cold calling is dead. The days of the “hard sell” are behind us. Thank goodness, right? However, this places the onus on the marketing departments to support sales even more and create a united front of messaging and brand positioning. Both departments need to work in tandem with each other with the

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Former Equipment Sales Eye Trends, Patent Technology to Serve New Markets

By STEPHANIE WOODCOCK Henry Ford famously said, “If I had asked people what they wanted, they would have said faster horses.” Chuck Justus, owner of Green2Go Rental Power & Light, a supplier of eco-friendly rental power and field lighting products, quotes Ford while explaining an industry that refuses to change. “On one hand, you have smaller rental houses that are mom and

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