Welcome to JoeVille

“Here’s to the crazy ones. The misfits. The rebels. The troublemakers. The round pegs in the square hole. The ones who see things differently. They’re not fond of rules. And they have no respect for the status quo. You can quote them, disagree with them, glorify or vilify them. About the only thing you can’t do is ignore them. Because they change things. They push the human race forward. And while some may see them as the crazy ones, we see genius. Because the people who are crazy enough to think they can change the world, are the ones who do.” -Apple Computer Inc.

Spend some time researching and learning how you can help your company’s sales team be more successful.

Most would agree that the first part of the following marketing definition is spot-on - but how much time have you spent considering the inclusion of the second part? This is the definition of marketing my department lives and dies by:

Marketing is an organized process in which research, planning and execution of strategically designed activities unite to ultimately create opportunities for more business.

That’s where most definitions concerning marketing end - but should they?

Working jointly with a sales force and account management team to align goals and structure processes that capitalize on opportunities created and ensure high client-retention rates. 

That’s where it’s at, this is where you can take your company to the next level and become a true marketing and business professional.

Here are just a few examples of things that have become a part of my day to day job duties to ensure I’m doing all I can do:

-Target Demographics: What type of business is your company looking to pursue from a sales standpoint? What can you do to create those opportunities for your sales team?
 

 -Sponsorships: What kind of community and non-profit business might benefit your company from a marketing and PR standpoint to create the right leads for your sales team? Identify these key pieces of business and help your sales team go after them. Once secured, handle the sponsorship details so your salesperson can focus on client satisfaction and you can control the kind of exposure your company is getting.\

 
-Sales Process - Who doesn’t like processes? Sales People. Who loves them? Marketing People. Help your sales director define a series of business-specific steps designed for the purpose of achieving a successful culmination of sales activities. Include accountability tools for sales manager/salesperson and help them manage this process (without overstepping your bounds, of course - you can be too sensitive here but can also cross a line, be conscious of this).

Will or even should marketing and sales see eye to eye on business? Probably not - it’s actually healthy to have that competition. But if you, as a marketing leader will use your unique skill sets to help improve your sales departments close rates, you’ll make your company more successful and you’ll become more successful as a result. Get involved - concern yourself with processes and procedures within the sales department. Learn their systems - sure you did your job and created leads (i.e. opportunities) for them, now take it to the next level and help them generate more revenue.

Bottom line: Create opportunities for your company to generate more revenue and you’ll have successfully done your job. Help capitalize on those opportunities and your company will generate more revenue and you’ll be a superstar. Do it - take your company to the next level.

I wish I had more time to share more details on this subject because I could talk for a full hour on my successes and failures in this area. However, feel free to shoot me questions and raise points I know I left out and I’d be happy to address them.

Thanks for reading!

While I’m not typically one to be brought down by gloomy weather - today was a challenge. I woke up - barely - this morning to sinus pressure, drowsiness and a general lack of zest for the day. I walked my dog and much to my delight, not only was it sprinkling outside but we also shared an elevator with my miniature schnauzer’s greatest nemesis, an old (and very large!) St. Bernard. I get back in, dry off and and flip on the tele to see if my Magic won or lost last night and what else - they lost…AND Howard got yet another unfair technical called against him! But I digress…lets just say that my day didn’t start well and leave all the other little annoyances of my morning a mystery.

The positive is that, and I’m not being dramatic, sucking up to my boss or considering a career as a motivational speaker - the positive is that I get to drive in to a job that I positively love. Now, if you asked those around me every day if I’m some sort of super-cheery, go get-um tiger, fire up the troops kind of guy - they’d probably look at you a little funny. Why? Because like most successful marketing executives, I’m a business man first and a marketer second. I’m analytical, introspective, conservative and very detailed in my approach to each project no matter the size. That said, I’m also ambitious, outgoing, creative and tend to envision long-term plans on a grand scale. I find that I can attribute a great deal of the success I’ve experienced over the years to that unique combination of characteristics.

So what made me excited to get into the office and get to work today?

Well, aside from my day to day responsibilities and daily routines, I’ve always got a few projects working - and I mean always! Today I really wanted to dig into revamping a report that I use to track our companies’ event sponsorships. You see, Sight & Sound sponsors a lot of events within the greater Jacksonville community (to the tune of $350,000-$400,000 each year) and each sponsorship has to pass through my desk for approval. I also get involved in arranging the details of the sponsorship with the clients’ development and/or marketing team. This particular report of mine allows me to track which events we’re sponsoring, for how much, % to net/gross revenue and of course, the details of each sponsorship. Well, this report has been working great for me but I decided that I wanted to improve it so that everyone who gets a copy can use it for a purpose of their own - how’s that for corporate efficiency?! To make a long story short and to keep you from falling completely asleep from all of these boring details - I’ll just tell you that I found a way to make this report useful to everyone who views it by putting myself in their shoes. If I wasn’t able to figure out what would help them, I met with them for a few minutes and walked through  it to find a way. This afternoon, I was able to implement the changes and I’m about to fire it out along with all the highlighted changes that will most definitely benefit the whole team.

The reason I shared this particular project today is to share this thought:

I believe that an effective marketing department not only drives and protects the brand of the company, but the internal brand of the department as well. Whether you realize it or not, sales, customer service and employee morale are all circulating around the marketing eye of your company. If you’re not minding its image and the perception of those around it, you’re going to have a hard time asking them to mind the image of the company while they’re face to face with clients and potential clients each day. So while you’re working with others in your company, consider them your best customers - if you can sell it to them, they can help you sell it to the world.

While I’ve blogged for Sight & Sound and a few other companies, I’ve never taken the time to carve out my own space on the web and decided that it’s high time I do so. That said, “Joeville” as I’ve decided to wittily name it will definitely be about my day to day work in marketing my company. As in most small to mid-sized businesses, each member of the management team here at Sight & Sound wears multiple hats and I’m no exception - I’m sure that will help keep my posts exciting!

I hope you’ll take the time to follow me so you’re made aware of new posts. I’m going to try and post a few times each week about projects, new ideas, my perspective on industry-related matters and whatever else happens to pop into my mind.

To learn more about me, you can read my bio here:

Bio on SSAV.net

LinkedIn

Thanks for checking me out!