
A client-facing team (CFT) includes anyone in your organization who has some level of interaction with your clients and prospects. In most organizations the team spans departments: marketing, inside sales, outsides sales, customer service, and depending on your internal structure, quoting.
Read MoreHow many of you know who your ideal clients are? You might be thinking, “Of course I do! I completely understand my ideal clients.” But can you describe in clear detail exactly who these ideal clients (sometimes called buyer personas) are, what they want and need, what makes them tick? You might be surprised to learn that only 44% of B2B marketers use buyer personas. In fact, in my experience in the manufacturing and industrial space, while most companies have an idea, many have not developed a complete picture of their ideal customer.
Read MoreWhen you become aware of a problem in your business, it’s usually not long until you also realize it’s a symptom of a larger issue. If you decide to make some changes, it’s critical to look at the bigger picture: why you think change is warranted, what factors are behind how things are now, and what will happen if things stay the same over time. It’s complicated to disassemble and rebuild how you do things, and it might just feel easier to resign yourself to the status quo.
Read MoreWhen Acadia was first starting, it was based on a remote employee model. I was not only a professional but a mother, wife, friend, and neighbor. Using my experience, I built Acadia realizing that at-home professionals, specifically women with children, had the potential to be a really valuable resource. Working remotely was mutually beneficial for both the employees and Acadia. While this model became very successful, collaboration was always a challenge. “I will never forget the day that Google Docs became available," I said, "it was a game changer for the way we could share information and collaborate.” New technologies have allowed for a greater level of communication, making it easier to grow and utilize talents from around the country.
Read MoreYou’ve come to terms with the fact that you don’t have the bandwidth or capabilities to take on some of your company’s necessary marketing work. So now what? There are many marketing agencies that will claim to have the skills to help your company, but it's important to not just pick the first one you find. In this blog post, I'll expand on the most vital factors to keep in mind as you go through the marketing agency evaluation process.
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Making B2B outbound sales calls is no easy task. At Acadia, the very important people who make these outbound calls are our lead development representatives (LDRs). Each and every time an LDR sits down to work, they're faced with ever-changing scenarios and varying industries, companies and personalities. Each call is unique and could go in many different directions. They also hear "NO" a lot.
Read MoreIt helped that I won the Pitch Competition at the recent Ohio River Valley Women’s Business Council (ORV-WBC) Catch the Wave Conference in Louisville, KY, but that’s not the only reason I go to this event every year. My time with other woman professionals at this event is always time well spent. Having the opportunity to get out of the office and share learnings and knowledge refreshes the soul. I'd like to share some insight on a topic that surfaced a few times.
Read MoreI'm not going to give you a top 10 list. I'm just going to cut to the chase. Every 4 years I hear the same thing, the same phrase, and in my opinion, the same excuse. Well, it's happening again. "I'm going to hold/cutback on any sales and marketing spending until we see how the election turns out." Let me ask you, how well has that strategy worked in the past? The economic winds don't change on a dime and for most small businesses we can control our future if we choose to do so. BUT, it is a state of mind. We primarily work with small businesses in the manufacturing, technology and technical space. As small businesses, we can control our destiny, but first let me remind you of a few interesting stats from the National Association of Manufacturers (NAM.org).
Read MoreIt doesn’t matter what industry you're in - manufacturing, technical or industrial or something else - at some point, we all need to select software for our company. If you're looking to purchase or implement software, it's typically because you don’t yet have a system or you've outgrown your current software or manual processes. Whatever your case may be, there are many choices in the market today.
Read MoreI just returned from a national sales conference in Florida. This particular conference brings together over 200 sales and marketing professionals who focus on helping businesses in the manufacturing, industrial and technology sectors. It's always a great opportunity to share best practices, hear from guest speakers and share in both the successes and challenges we all face helping clients develop business. Over the course of three days, we immersed ourselves in role-plays and workshops. Throughout it all, a number of messages resonated, especially as they pertain to the business development goals of my clients and prospective clients in manufacturing and industrial services. Here are my three main takeaways.
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