World Class Sales & Marketing
in the 21st Century
Thought-leading experts, quality discussion,
and a clear vision for excellence in 21st Century Sales and Marketing.
Rob & Grant Discuss...
Welcome to our “In Conversation” video series, where we ask the tough questions and give you the tools to succeed in the fast-moving world of contemporary Sales and Marketing. As leading experts in the fields of Sales and Marketing, Rob’s conversations with Grant LeBoff of Sticky Marketing Club provide huge insight into the real issues that can affect your business.
How do you deal with underperformance from your sales team?
How has the marketing landscape changed in the last decade?
What are the most important qualities in a Sales Leader?
Each video is filled with nuggets to pure Sales and Marketing gold. And don’t forget, the Sales Leader Programme is there to help you delve deeper and put all of this into practise.
- Dealing with Underperformance
- How Marketing has changed and what it means for your Business
- How Sales has changed and what it means for your Business
- How to get Sales and Marketing working together?
- Managing Sales Activity
- Proactive Lead Generation
- The first 100 days as a Sales Leader
- The Importance of Segmentation
- What are the Key Elements of a great Marketing operation?
- What is the role of Sales and how should Sales and Marketing be integrated?
- What is a Sales Strategy?
- What makes a great Marketing Team?
- What makes a great Sales Leader?
Dealing with Underperformance
Rob Whittaker & Grant Leboff Discuss…
As a Sales Leader, how do you manage an individual in your sales team who is underperforming? When you compare their Personal Sales Plan to their results, can you coach them effectively to improve their conversion ratio? Or is it a talent issue? Does your Sales Recruitment process need looking at?
How Marketing has changed and what it means for your Business
Rob Whittaker & Grant Leboff Discuss…
In a world where every business has its own media channel, every business in now a media business. You run an accountancy firm? Well you have a website and social media channels, so you’re also a media business. How do you directly address and engage your audience through a digital lens?
How Sales has changed and what it means for your Business
Rob Whittaker & Grant Leboff Discuss…
In a digital marketplace, customers spend more time narrowing the field before they engage, meaning your salespeople get involved at a later stage. The competition at this point is a lot higher, meaning they need to be more skilled than ever. Where should a Sales Leader focus their coaching to help their sales team?
How to get Sales and Marketing working together?
Rob Whittaker & Grant Leboff Discuss…
Visibility and communication are key in an evolving digital workplace, where your Sales team need to be directly involved in some marketing functions, and knowledge of Brand is key. Has the overlap in the Sales and Marketing functions ever been bigger?
Managing Sales Activity
Rob Whittaker & Grant Leboff Discuss…
Every frontline salesperson should have their own Personal Sales Plan, which they have developed themselves. Why is this so important? And as a Sales Leader, how do you use it to coach the individual and the wider team?
Proactive Lead Generation
Rob Whittaker & Grant Leboff Discuss…
Where do the Sales Team sit in the lead generation operation? To what extent should the salesperson be part of the marketing function? What is the role of networking in the modern digital workplace? Being proactive is important, but understanding what this looks like is paramount.
The first 100 days as a Sales Leader
Rob Whittaker & Grant Leboff Discuss…
What activities and attributes are most important for a Sales Leader to have the maximum impact in their first 100 days? Can you really sit behind a desk looking at numbers and rations, or should you be out in the field with your sales force, learning what they do and where you could coach them?
The Importance of Segmentation
Rob Whittaker & Grant Leboff Discuss…
If your marketing operation isn’t delivering, how do you fix it. You need to know your audience, and you need to know the difference between Segmentation and Targeting, and how much time to spend on each.
What are the Key Elements of a great Marketing operation?
Rob Whittaker & Grant Leboff Discuss…
What do we mean by Marketing Operations in a digital context? Whatever channels you have are just dead space without the right content. And how much of your marketing spend should go on Brand?
What is the role of Sales and how should Sales and Marketing be integrated?
Rob Whittaker & Grant Leboff Discuss…
Marketing is Brand communication – it comes from the company. Sales is Human communication. But never forget that Sales is actually a Marketing Channel as well. How well do you understand the difference between Sales and Marketing in a B2B or B2C context?
What is a Sales Strategy?
Rob Whittaker & Grant Leboff Discuss…
You must have clarity on your Product Mix; what products you are pushing and why? But what about clarity on your Customer Mix? What does our ideal customer look like and how do you target them?
What makes a great Marketing Team?
Rob Whittaker & Grant Leboff Discuss…
It’s important to realise that no matter how good your Tactical Marketing, someone who understands Market Positioning and Brand Strategy is key. But what if you’re an SME who can’t afford to pay a top Marketing Strategist?
What makes a great Sales Leader?
Rob Whittaker & Grant Leboff Discuss…
Do they need to be the best Salesperson? Or is it more important that they understand what it takes to be a great Salesperson? Strategic thinking and a rigorous understanding of Marketing are important key, but what is the X-factor that makes a great Sales Leader?