Speaking with long time friend and colleague, Elliot DeBear,Sales Executive and Business Strategist, I asked him to share some of his insightful blog postings on Leadership,Business Growth and Marketing Dilemmas.
As you read through these clips- you may want to reach out to Elliot to discuss or consult with you and your firm. He is a genius when it comes to sales, marketing and customer relations.
His contact information is below.
TRAITS OF LEADERSHIP
leadership avoids unnecessary process and hierarchy.
- Good leadership sees how
bureaucracy can strangle understanding, process and action.
- Good leadership knows it is
not always right. Good leaders understand how far removed they often are
from the front lines.
- Good leadership understands
volatility doesn’t equal risk…that risk is a chance of permanent loss.
- Good leadership writes well
and often. Good leadership reads and responds always.
- Good leadership dedicates
time with their managers to understand how they view their roles and
From Account Management to “Growth” Management:
Because today’s business environment is
stewarded in large part by client side procurement management, companies
require client solutions teams that can act among other things as a business
growth unit. This should be a team of high level, senior executives who, over
time and increased knowledge of a client’s business can carry new strategies to
further benefit the client’s business and increase their organization’s sales.
It is becoming increasingly important for companies to
consider a structure that is tied to the daily workings of each major account.
Most sales forces function in a somewhat “siloed” manner, generally seeking
business from new clients, rather than focusing on existing ones. Growth
management teams must be able to look at the big picture or the “integrated
strategic picture” for its existing business base.
Growth Management Objectives
- Develop client
relationships at the highest levels to enable your organization to have
access to and understand client needs
- Provide neutral,
integrated solutions focused on meeting identified client needs
- Create platforms
to evidence your company’s qualifications and competencies in delivering
reliable solutions on time and to specification
business proposition of a growth management team is to create better ways to
build revenue…to transact client relationships in an efficient manner to
maximize profitability. This approach requires two primary business components.
First, a day-to-day operations and service experience enabling team directors
to conceptualize how a strategy for incremental business can work. And
secondly, salesmanship; the ability to ascertain the relevant information
required to bundle business services into larger responses and solutions. These
two components combine the most important aspects of a traditional account
director and specialty strategic business development or “growth director”.
The largest problem I see for today's
marketers is the immense expense of research because marketing is so
heavily reliant on big data and the development of tools to gather and analyze
information. Because of this, marketing is becoming more customized,
specialized, fragmented and personalized requiring multiple strategies and
levels of execution to reach primary and secondary consumer targets. While
companies that embrace data technology feel the outcomes will substantiate
their capital investments in research based marketing, will they eventually
reach a point of diminishing return on reaching consumers?