What actually goes into the Marketing Plan?  It is important to all businesses, and how much do you have dedicated to this plan after you account for forecasted revenue and all costs.  Doctor Dave dives into detail and talks specifically to this.  What steps to take and what are the considerations?  Doctor Dave speaks to the EPIER analysis vs. the older school SWOT analysis.  Concepts such as sustainability and DEI are brought up and talked about.  What are the new responsibilities with respect to the environment?  CSR, Corporate Social Responsibility is a thing, and it's important.   How does this all play in to the Marketing Plan?

POST-SALE follow-up and IN-SALE follow-up is discussed in detail.  Making the tough calls and connections is something all sales consultants must learn to love.  It's part of you and part of your personal Brand or Promise to the customer.  Keeping all of this in mind, follow-up is necessary and we, in the industry, do not generally do it well.  Ramblin' Rob tells us how to get this done.  As with anything, we have to embrace the opportunity, and just get good at it!

Doctor Dave is talking about money!  The Return on Investment.  Financials and Budgets are discussed - they are vital.  What will we spend and how will that relate to our forecasted revenue?  That will dictate ROI, of course!  How are budgets determined?  How can they be adjusted, how can they be influenced?  How is the money distributed?

Ramblin' Rob speaks in detail about reinforcing the promise made by the consultant to the customer with respect to the product, service, or solution that has just been agreed to.   Sorry, I know - preposition!  We'll get over that.   The importance of these steps also are designed to eliminate any potential buyer's remorse and solidify the deal!  Once the documentation is accomplished, now the consumer must know HOW to use what they have just purchased.  Nothing can have a more negative result than a customer not being able to use your product, service, or solution to it's full potential.  If this does not happen, they might feel as though they overspent, did not receive full value, or worse, cheated.  Repeat business and referrals are dependent upon the ability to feel full value in the item purchased.  Implementation, in the proper way, fulfills this and makes the future more of a certainty!

Doctor Dave's students are doing a case-study of the automotive manufacturer, Subaru.  The are reading the book Where the Suckers Moon, a book from 30 years ago about the advertising campaign developed for Subaru.  The students have hypothetically hired Ramblin' Rob as a Executive Vice President of Business Development and have a whole host of questions for him.  Kind of a departure for this podcast, but not so much!  It is marvelous!

The first order of business is to recognize your KPI or Key Performance Indicators.  This has to be done while not losing sight of relationship building and understanding how this might influence everything.  Revenue must be targeted, of course, but considering the cost of getting your product, service, or solution into the customer's hands.  There are many factors to finely balance and Doctor Dave gives keen insight to these, all the while taking into account how these KPIs relate to the target market.  Desire vs. Require vs. Acquire.  Total cost management and what can we do with what we have...

For all sales consultants, no matter what you are selling, THIS issue is paramount!  Ramblin' Rob talks about numerous subjects including the Argument vs. Defined Close, Setting Up the Close:  Positive Value Statements, Warm Fuzzies (to continue building comfort) and 3rd Party Examples, Getting to the "Yes,"  and the Technique (a counter/transition/close tactic).  Having multiple arguments and the ability to circle back to the close is shown to be vital.  And the benefits of disagreement with the customer are also discussed...  Don't miss this one!

Episode description not available.

How is 2024 starting out?  Rob and Dave talk about that and what plans they have to expand their respective influences in the market.  The passion to be elite is highlighted as well as the dangers a lack of focus might bring.  Don't chase too much!

Isn't a trial close just a close?  Well, not really.  It is how a sales representative gets the idea he or she might be ready to go to the Purchase Consultation wherein total outlay of costs will be presented.  Then a whole host of things might come up, including concerns or anything which might prevent the consumer from moving forward.  Transitioning is discussed along with the necessary communication with respect to what is happening or about to happen.  The Price Consultation gets right to the crux of what MvS is all about.  Doctor Dave and Ramblin' Rob talk about how to make the dollars match the vision of the customer.

This Issue: Mind-bending branding!SQUEEZE! The boys squish years of teaching and living brand management into under an hour of podcasting power!DEGREES! Doctor Dave takes Ramblin’ Rob goes back to school on brand positioning and Jung’s Archetype approach to the psychology of branding!PLEAS! The boys forgive themselves for breaking their NY resolutions and you can too!KNEES! And stay to the end to hear Doctor Dave (accidentally) break Ramblin’ Rob’s leg!Issue 18 awaits!

Learn the most effective practices with respect to building and performing a world-class, dinner-topic presentation which will give you the best chance to land the business you seek.  Doctor Dave and Ramblin' Rob talk about the importance of imagery and story-telling to bring a product or service to life.

Doctor Dave goes over External and Internal Audits in detail.  The SWOT method is defined and discussed.  The revolutionary EPIER method is then introduced.  Discover how to find out what influences your marketing vision most and how to utilize them to your greatest benefit.

This is SO good marketers and sales consultants!  The truth of the matter is that we have to be able to select the right product, service, or solution for our customers or we really don't have a chance.  This is our job.  We must place the answer in front of the consumer all of the time.  Ramblin' Rob and Doctor Dave discuss the ins and outs of this idea and make it clear also that we have to ask for the business once we have accomplished this.  Or at least move toward that end.  Artificial Intelligence is also talked about and how the prospect of sales in general has a great upside for the future.  Tune in!  Pull up a chair!  We are here for you.

When what you have to offer, with respect to a product, service, or solution and what the customer needs, overlaps, this represents your Value Proposition.  Who then benefits from this?  Your Ideal Customer, of course!  Doctor Dave and Ramblin' Rob discuss this and many other topics to include:  the four Ps of marketing,  different customer segments, how competitive comparison is vital, what AI is beginning to accomplish, and Ben Franklin's clothes!  Pull up a chair and relax.  This is great information for all Marketers and Sales Consultants.  MvSRobDave@gmail.com.  Listen and contact us now.

Find out what information you need to close the sale.  Increase comfort and confidence with the right questions.  Learn about tie-downs and tag-ons.  The customer will tell you how to sell them your product, service, or solution.  It begins here!  And who is the stealth customer?  Please contact us at your leisure:  MvSRobDave@gmail.com.

This issue launches Doctor Dave's marketing process as he waxes professorial on a number of topics, as well as examples of successes and failures of companies stepping outside of their original blueprint.  Play ball gets more intense!  Be sure to e-mail with thoughts or comments to MvSRobDave@gmail.com.  If you would like to be a guest, let us know!

Ramblin' Rob talks about Strategies and Tactics vs.  Real-Life applications.  Thought experiments are so important to the success of an effective Introduction!  Professional courtesy and acknowledgement to and of the customer are vital.  How to handle an advisor to the customer is discussed.  A defined greeter is proposed.  And video engagement is talked about with emphasis on how we really look during an encounter such as this.  It is innovative and important, but care must be taken...

An amalgam of the previous issues in preparation for a wonderful dive into both the marketing and sales processes!  Doctor Dave talks about the intricasies of Consumer Persona!  Much more!  "Keep This Train A Rollin'"  Doobie Brothers...  Comments or Questions at MvSRobDave@gmail.com.  We are at your service!  Have a great two weeks!

Indeed, we said the last issue was the best of the bunch!  No more!  Doctor Dave irons out his Marketing Process and grants more insight into how to build an image and brand into your product or service.  Must listen information for anyone in marketing as well as those in sales who wish to have a greater understanding into what goes into the product or service he/she is selling!  MvSRobDave@gmail.com!  Boom!