Business Growth Strategies For CEOs: Top CMOs On Marketing Strategy Implementations

Bob Sherlock

Bob Sherlock often works with companies serving business markets that face one of two challenges: · An innovative offering that isn’t ramping up sales fast enough · Getting squeezed on price Bob solves those problems by helping clients find their Hidden Value, message it so that prospects perceive that value, and pricing to get paid for it. As a result, his clients can grow sales and margins at the same time. Bob’s experience includes consulting at Marketwerks and The ProAction Group, and founding and running a venture-funded logistics service provider operating a network of automated, unmanned delivery drop points. Earlier, Sherlock was CMO for Wickes Inc., a distributor and retailer of building materials.

Forecasting the Best Impact on Your Marketing Dollars

Thu, Feb 8, 2024 | Posted by Robin Liebowitz

With the 2024 U.S. presidential election approaching, Americans are once again keenly interested in predicting outcomes. Techniques for forecasting election results using punch cards and early computers were developed in the late 1960s. Today, the use of AI has significantly improved our ability to predict election results and tabulate them accurately. Interestingly, the principles of forecasting elections and projecting the impact of marketing dollars in the business world share some similarities.

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You Might Hit Two

Mon, Jul 17, 2023 — This post is briefer than my usual, with two quick topics vs. one longer theme. 1. Aim “There’s this thing in quail hunting… if a dozen jump and you shoot at the flock, you don’t hit [diddly squat]." “But if you pick a quail, you might hit two.” Hunting expert Steven Rinella Quoted in the Wall Street Journal, 11/28/20

Building a Growth Engine with Effective, Efficient Marketing

Wed, May 10, 2023 — “Efficient marketing requires a target, followed by a message that immediately resonates sufficiently to foster a conversation between two willing parties.” - David C. Baker When that pithy sentence from marketing guru David Baker hit my email box in February, it rang true.

“It worked really well, until it didn’t”

Thu, Mar 9, 2023 — Over dinner with Ted, the retired founder/CEO of a successful company in the electric power sector, I heard an interesting story with a widely applicable lesson.

The Dollars You Could Invite to Stay

Mon, Nov 28, 2022 — We’re hearing concerns from business owners and executives that it’ll be harder to fund their growth initiatives. It’s understandable, with most companies experiencing increases in the cost of their inputs (people, materials, etc.) and some facing softer demand. The good news: There are two major sources of money companies can tap without needing to raise external capital:

Create Bigger Customer Value | Those Who Hustle

Wed, Jun 29, 2022 — “Things may come to those who wait, but only the things left by those who hustle.” Unknown Is your company creating enough value for your customers? I don’t mean that in a chiding way—just as a thought-provoking question for business strategy.

“We need more leads” (and what must come first)

Fri, Aug 27, 2021 — A client’s desire for “More leads from Marketing" is often the impetus for our firm’s engagements. We’ve learned that “more leads” can be great. If. There’s something that companies need beforehand, or “More leads” won’t do much good.

When You’re Behind on Sales

Wed, Jun 30, 2021 — With the first half of 2021 coming to a close for companies with calendar year financial statements, there’s a topic on many business leaders’ minds. “Will we meet, beat, or miss our 2021 sales goal—and by what percentage?”

Overcoming the Limitations of Customer Surveys

Fri, May 7, 2021 — “Find out what your customers want… and don’t keep it from them.” -- Don Rice, Professor Emeritus, Texas A&M When deciding on the best moves to increase sales, finding out what customers want can be a valuable compass.

The Value of an Old Scotch

Tue, Mar 2, 2021 — This is a love story with a business point. Around twenty five years ago Gordon, the whisky-loving half of a couple in Glencoe, Scotland, bought a limited production bottle of Macallan 1961. It was pricey, so he put it away in a cabinet in its original packaging to await a suitable occasion. Then he pretty much forgot about it. He found it in 2019 and thought, "Wow, we really do need to find an occasion to drink this." A few weeks later, an old friend came to town. Gordon and the pal opened the bottle and did a few pours. The whisky’s color, nose, and taste were superb, and they savored it greatly.

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Growth Insights for CEOs