Global Studio Marketing Podcast

There is a company named International Business Machines...you know them as IBM...and there was a time when they ruled in the world of enterprise level computing.

They still serve as one of the most prestigious and well performing companies in the world.

But there was a time in the 80's during the early days of selling servers for large corporations that they absolutely reined supreme. It was a time when they were known simply as Big Blue.

As a result of their dominance in the market, they had a sales and marketing slogan, that was partially based on humor, and mostly based on stone cold brilliant positioning. 

What was this positioning statement, and what is the powerful lesson we can learn from it for our businesses today?

Join Michael to learn the answer to this question and to gain a critical marketing insight from Big Blue.

No one wants to be losing in business.

Typically, losing is accompanied with the pain of getting hit negatively in the bank account.

When you look at your year-over-year revenue charts, you want those arrows to be pointing up.

You don't want to see them pointing down, and your spreadsheets covered with red ink.

So what you do if your sales are disappointing? How do you respond if your revenues are retreating?

Join Michael as he provides a most surprising answer.

There is so much celebrated about the ability to persevere during challenging times in business. But, let's be clear. It's most enjoyable when the winds of opportunity are all around you.

There are those sweet moments in the life of an entrepreneur when the business is growing at an unbelievable pace.

The markets and the momentum are all going your way.

But what happens when they suddenly are not? What is your response when times get tough?

Hopefully, you have marketing strategy designed to respond appropriately. This is what the best performing, most resilient companies depend on when things get difficult.

Join Michael as he explains the marketing revelation of the wind and the sails, and how it can keep your company moving in good times and bad. 

There are a plethora of shiny objects in the sales and marketing universe these days.

There is flashy technology that is blinding in its capabilities. There are trendy new ways to get viral attention.

It seems like everyone has some trick, hack, or groundbreaking new innovative approach.

However, after the smoke clears and the mirrors are taken down, the foundations of marketing brilliance always survive the course of time.

Those businesses that keep focused on these fundamentals are the ones that are able to experience long-term, sustainable profitability.

In fact, you can boil down long-term business success into two words.

Join Michael as he reveals two guiding words for successful marketing.

One of the most valuable metrics in determining marketing strategies is something called "Customer Lifetime Value".

This is a reference to the average overall revenue generated by customers who stay with your business for an extended period of time. 

The assumption is that during this time of being a happy customer, they will continue to make transactions and their value to you will increase month by month and year by year.

This is why the best businesses have customers that stay with them a long, long time.

But how do you go about retaining customers while your competitors are trying daily to pry them away from you?

Join Michael as he shares a valuable secret to earning a customer for life. 

What makes marketing and sales so difficult in these times is there are so many moving parts.

As in...there are literally thousands if not millions of moving parts in any effort you'll be making to communicate your value for the purpose of winning sales.

Not only do you have multifaceted messaging for your products, services and business mission overall, but there are a vast array of ways to communicate these ideas from which you much choose wisely. This isn't even factoring in competitive influences, constant market shifts, and the fact that every new idea and process has a shelf life.

So how do you best influence your target customers to be impressed by your offering?

Fortunately, you can cut through most of the complexity by understanding one clear marketing concept. It's called the Soundboard Strategy. 

Join Michael as he reveals this critically important facet of winning at sales. 

When it comes to being successful in business the bar is much higher than simply "getting the sale".

Not only do you want them to say "YES" to you, but you want them to do it with clarity and confidence.

Having a "barely YES" enter your building can create many issues and can lead to the sale ultimately being unprofitable.

Why get the sale at all...if you can can't thrill your customer...and make it profitable as well?

So...in order to achieve the goal of having them say YES with clarity and confidence...you have to win a major battle.

Join Michael as he reveals the battle you must win to earn true business success.

Have you ever asked yourself the question: "Why does marketing have to be so expensive?"

This concern has been voiced by millions of entrepreneurs through the years.

The truth in advertising is that it rarely pays a return on your investment. At least not the first time around.

In most cases, you're doing well to break even on your advertising efforts, and oftentimes it's not until the second, third and even fourth purchase when that new customer acquisition strategy is making you a profit.

Why is this so? The answer to this question is critical for you to understand. And, even more essential is the one word solution to solve this issue and to begin experiencing major savings in your marketing.

Join Michael for this episode that just might reduce your marketing costs for years to come.

One of the most important elements of being a winning business owner is learning all you can about marketing. Marketing is the pathway to success for your organization.

It doesn't matter...sadly...how tremendous your innovation is on its own. If you can't market it properly, it won't get out of your garage.

You would be shocked to know how some of the world's greatest inventions struggled to get off of the ground. Even the best ideas need high level marketing.

So, in order for you to find success with your business, you need to develop skills and strategies for effective marketing.

However, while doing so, one thing you'll have to beware of...are the marketing parrots.

Join Michael as he shares how to avoid these troublesome, and business slowing birds.

For most organizations hoping to be successful in their sales and revenue generation efforts, they are solely focused on hearing the word YES from their prospects and customers.

Would you like to buy one of my products or services?

Why yes, yes I would.

The salesperson hears this and says YES! And gives fist pumps to the sky.

And YES...yes is a pretty important word.

However...yes is not the most important word in sales, contrary to many opinions. There's a much more critical word and it's one you're not going to want to hear.

Join Michael as he shares the word that's more important than yes in sales.