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Sales Focus The Power of Advertisement As sales professionals, we're constantly seeking innovative ways to reach new customers, build brand awareness, and drive sales growth. One of the most effective tools in our arsenal is advertisement. In this write-up, we'll explore the value and importance of advertisement in sales. The Value of Advertisement The value of advertisement lies in its ability to: 1. Increase Brand Recognition: Advertisement helps to create a lasting impression of your brand, making it more recognizable and memorable to potential customers. 2. Drive Website Traffic and Sales: Effective advertisement can drive traffic to your website, increase conversions, and ultimately drive sales growth. 3. Build Customer Loyalty: Advertisement can help to build a loyal customer base by creating an emotional connection with your target audience. 4. Provide Measurable Results: With modern advertising techniques, it's easier than ever to track the effectiveness of your advertisements and make data-driven decisions. The Importance of Advertisement in Sales Advertisement is crucial to sales success because it: 1. Builds Brand Awareness: Advertisement helps create awareness about your product or service, making it more recognizable and memorable to potential customers. 2. Reaches New Customers: Advertisement allows you to target specific audiences, increasing the likelihood of attracting new customers and expanding your customer base. 3. Drives Sales Growth: Effective advertisement can persuade customers to take action, driving sales growth and revenue increases. 4. Differentiates Your Product: Advertisement enables you to highlight the unique features and benefits of your product or service, differentiating it from competitors. Real-Life Example: Coca-Cola's "Share a Coke" Campaign In 2011, Coca-Cola launched the "Share a Coke" campaign, which replaced the brand name on bottles and cans with popular names among teenagers and young adults. The campaign was a massive success, with sales increasing by 7% in the first year. The campaign's success can be attributed to its ability to create a personal connection with customers, making them feel special and valued. Quote "Advertising is the life of trade." - Calvin Coolidge Conclusion Advertisement is a crucial component of any successful sales strategy. By understanding the value and importance of advertisement, businesses can unlock new opportunities for growth, drive sales success, and build a loyal customer base. Stay Ahead of the Competition For training and coaching Contact us: salesfocus27@gmail.com Author by: Anthony. C. Nwaosa

I wanted to share an example of a complete 360 degree sales & marketing service to one of our niche exhibition owners, where we have worked on a combination of visitor and exhibitor sales and marketing projects over the last year. Recruitment Agency Expo has two shows a year, NEC In Birmingham runs every October and Excel London which runs in March. It is a delightful brand to work on and serves the recruitment industry well as the only event to target decision-makers within the 30,000 recruitment agencies in the UK. We took over the stand sales role with the inevitable challenges of trying to work out handover data and where was the low hanging fruit and how do we get hold of them. Fortunately, being a data freak, I took on the challenge with delight!! We cleaned and built data and undertook a LinkedIn outreach program to make connections as new sales incumbents. Whist at the same time emailing and calling prospects. Early into conversations, it emerged that exhibitors felt there were some visitor areas that were not being covered in the way that they needed and the inevitable conversations about wrong audience, not great ROI for some. Now the 360 view started to make sense. As a long term visitor telemarketing supplier to this client, we were well positioned to understand the past activity and the future requirements. We recommended that we used a combination of data tools and LinkedIn to find the most desirable visitors (VIPS) and then ran focussed LinkedIn outreach and telemarketing follow-up to ensure that this element was well covered. As we got closer to the show, our registration, conversion, incomplete registrations telemarketing all kicked in to drive the quantity and the quality of visitors to the stands of those clients that we had just sold into exhibiting. On-site we ran meetings with suppliers who had registered to attend but not yet exhibited so that we were generating new business opportunities for the next show. Then of course, we were undertaking the standard re-booking service. We were delighted to be able to see first hand that the marketing efforts had driven record levels of visitors to the NEC version of the show. Now as we wrap up on the re-bookings for next year, we are undertaking an exhibitor survey via telemarketing to get some structured feedback on the exhibitor experience and how we may improve it for future shows. The overall result of our overall efforts is of course HAPPY EXHIBITORS = HAPPY EXHIBITION DIRECTOR. Here is a lovely bit of feedback from the Exhibition Director

Not many know, but before I started in marketing... I did door-to-door sales for 5 years. Found some of my old D2D notebooks while cleaning out my office. One of the best finds was a little training manual I'd put together. While I was never the top-performing sales rep, I was very consistent. And I put together a little book of training to help my team be more consistent. A few nuggets I found: - Sales Processes - You should have guideposts in your sales process to help continually guide the conversation forward and always know your next step. - Area Management - keep track of people you talked to, jerks, and empty homes to maximize each assigned area before moving out. Often my best areas were areas I spent 2 or more weeks in because the neighborhood got familiar with seeing me around. - Sales High - Move 2x faster right after getting a sale. You're more confident and motivated right after so don't lose that momentum. - Time management - Spend time with as many buyers as you can. Learn to get a feel for how likely someone is to buy on the door and move on if someone isn't interested. The faster you move on from uninterested folks, the more time you have to find buyers. - Words Matter - People will tell you way more than you think. And which words they choose to use (consciously or unconsciously) will tell you if they are going to buy or not. Pay attention to what words people choose to use. - Good, bad, and better - after every conversation, write down one thing that went good, one thing that went bad, and one thing you're going to do better with the next conversation. - Limiting beliefs - have a negative thought jail. When you have a negative thought (I'm not a good salesman), write it down in a negative thought jail. Then review the notebook at night as ask 4 questions. 1) Is it true? 2) How do I know it's true or false? 3) How does that belief make you feel? 4) What would you do if you didn't believe it? - Notebook & Names - write down everyone's name + one thing to reference. Helps build social proof. - How to end a conversation - How to quickly end a pointless conversation to move on to the next house. There are just about 100 of these little trainings. It was also interesting to see how much of these little things I picked up selling D2D, translated to how I approach email marketing. I view email as a sales and advertising channel first, and a nurturing channel second. Many of my strategies are designed around identifying buyers and those about to enter the buying pool. Spending more time and attention with those subscribers. Suppressing those who aren't showing interest or engagement. Researching customers and choosing better words to increase conversions. Finding this notebook made me even more excited about the 5-day sales pipeline course I'm putting the final touches on - 5 critical sales automations that help convert more leads into buyers. Available - Wednesday so keep your 👀 peeled!

Hey, sales and marketing teams. Remind me what it is you do. As far as I am concerned your role is to identify or create a market for a product, build awareness, and make it nice and easy for the sales team to actually, you know, sell the product. So when a company has something new to sell - something not necessarily available anywhere else on the market - it's up to you to make sure brand awareness is there. To get customers excited about buying these things. But, above all, marketing is a demand creation function. I mean if the demand was already there you wouldn't really need to market it, right? There's a demand built in. Potatoes sell themselves. You might do sales promotions but nobody is out there creating the potato sales market, right? But for a new product the management function say 'We want to get a 6% market share for our new state-of-the-art widget within 5 years'. The marketing function takes that request and builds a marketing strategy to raise awareness and help the sales team sell. But nothing says the customer HAS to buy your product. If management mandate a figure you can't meet it's not the fault of the consumer is it? "I'm sorry we couldn't meet the sales targets you set, the customer didn't buy our product" won't get you promoted as a marketing professional. "I'm sorry we weren't able to articulate the product benefits sufficiently well for the customer to realise this was a product they should buy" won't get you that promotion either. But at least it's more accurate. So moving on to a totally unrelated topic: The ZEV mandate. There's a lot of (uninformed) discussion out there about the fact that people aren't buying electric cars and that the ZEV mandate is an issue. But the thing that a lot of people forget or ignore is that the ZEV mandate is not aimed at consumers. It's aimed at manufacturers. There is nothing in the ZEV mandate that says customers HAVE TO buy a certain percentage of EVs. What it says is that OEMS must SELL a certain percentage of EVs. This is not a consumer issue. This is a sales and marketing issue. If you are an OEM complaining that you are unable to sell the right percentage of EVs to meet the mandate this is not a result of the fact that people aren't buying them. It's a result of the fact that you're not selling them correctly. Tesla do no sales and marketing but can sell all the EVs they make. BYD have put a lot of money into sales and marketing (remember the Euros?) and they're not having any issues selling their EVs Their sales have increased 861% in the last 12 months. The overall vehicle market in the UK is fairly flat year-on-year (3.3% difference) but EV sales are up 14% while petrol and diesel sales are down (around 2% and 13% respectively). So if you can market your vehicles correctly you can meet the demand side requirements from the mandate. TL:DR Don't go blaming the ZEV Mandate on consumers not buying. It's you not selling them right.

Here are some effective strategies to boost sales revenue and enhance brand dominance: Customer-Centric Approach: Focus on understanding your customers' needs and preferences, and tailor your offerings accordingly. Provide excellent customer service to build trust and loyalty. Strong Brand Identity: Develop a distinct brand identity that resonates with your target audience. Consistency across all channels helps reinforce brand recognition and trust. Differentiation: Highlight what sets your products or services apart from competitors. This could be through unique features, superior quality, or exceptional value. Strategic Pricing: Set competitive prices that reflect the value you offer while also considering market dynamics and customer perception. Cross-Selling and Upselling: Encourage customers to purchase complementary products or upgrade to higher-value options to increase the average order value. Effective Marketing: Utilize a mix of online and offline marketing channels to reach your target audience effectively. Invest in targeted advertising, content marketing, social media, and SEO to increase brand visibility. Sales Training and Development: Equip your sales team with the skills and knowledge they need to effectively engage with customers, overcome objections, and close deals. Leverage Technology: Embrace technology solutions such as CRM systems, analytics tools, and e-commerce platforms to streamline processes, gain insights, and improve the overall customer experience. Partnerships and Collaborations: Form strategic partnerships with other businesses or influencers to extend your reach and access new customer segments. Continuous Improvement: Regularly review and optimize your sales strategies based on performance metrics and feedback from customers and employees. Adapt to changing market conditions and consumer trends to stay ahead of the competition. Alex Yong Martin Karani Grace Mgasa M-Gas Safaricom PLC East African Breweries PLC (EABL) Kenya Wine Agencies Limited - KWAL Peter Muasya Adil Raja Ana Carrillo Redin Nartin Nartin jaycox mwavali adika kelvin Sales Management

A lot of people who work in marketing should learn sales. A personal anecdote, no doubt through my lens of confirmation bias, but I firmly believe that if you're good at sales you're good at marketing. Fight me. When I was 7 I started my first "sales job," selling kettle corn at my dad's booth at the apple orchard. I walked around with a sample shaker in a straw hat and denim overalls, making people try it and pointing out the blue and white tent. At 18 I took a floor sales job at Best Buy in a high traffic store in northern California. I helped something like 50 customers per day across home theater and appliances -- a highly considered purchase that evoked a lot of emotion in people (ever dealt with a customer with a flooded house from their broken washer?). During and after my time at Best Buy I took sales jobs cold calling, B2B outreach, and even knocked on doors to sell solar panels. A lot of my confidence in speaking, writing, and marketing came from those 5-6 years where I had to grind through a lot of rejection. Suffice to say it was a great and formative experience. Marketing isn't really that different, except that you have even less time, intent, and attention than you do in a sales context. In sales at least you have the social construct of a conversation, in marketing it's more just like blasting someone who is busy with something else. The number one thing I learned from sales that has helped me all these years in marketing: "The more informed your audience, the more important FEATURES are. The less informed your audience, the more important BENEFITS are." In other words: • Familiar + knowledgeable audience: focus on features • Unfamiliar + emotional audience: focus on benefits Imagine you're selling something that everybody in the world knows a little bit about. Let's say water bottles. You'd be nuts if you tried to sell water bottles like: • Carry your water with you wherever you go! • Cold water tastes better than tepid water! • You can even turn the bottle upside down and it won't spill! Instead, you'd be much better off focusing on things like: • What materials is it made out of (ceramic vs aluminum?) • Is there a unique design element (sippy cup lid?) • What aesthetic does it come in (my team's colors?) This is because customers know what a water bottle is. I see this all the time -- protein powders marketed at gym bros that talk about the benefits of protein (fail), business software that talks about all the time savings (lame), clothing lines that focus solely on how you look (only half the story). CEOs, CMOs, CGOs, and anyone who wants a career in marketing -- I recommend getting a side hustle selling something unrelated to your core field. Go and sell $10k worth of toilet paper or gutter guards or whatever. Then come back and understand how you can quickly translate features to benefits and vice versa. #marketing #growth #sales #dtc

Sales Focus: Unlocking Sales Potential through Strategic Promotions, Volume 2 Unlocking Sales Potential in Today's Dynamic Market In today's fast-paced market, sales promotions are crucial for transforming interest into revenue, fostering loyalty, and maintaining competitiveness. Masterful promotion strategies unlock hidden potential. Why Strategic Sales Promotions Matter Strategic sales promotions bridge the gap between customers' perceived value and actual product/service benefits. By creating enticing offers, businesses: - Respond to shifting market trends and competitor activity - Clear inventory, reducing waste and optimizing supply chains - Gather invaluable customer insights through data analysis - Foster collaborative partnerships with suppliers and influencers Advanced Sales Promotion Strategies Experiential Promotions 1. Events (workshops, webinars, in-store) 2. Social Media Contests 3. Gamification 4. Partner Collaborations Digital Promotions 1. Email Marketing 2. Social Media Offers 3. Mobile Apps 4. Online Coupons Loyalty-Based Promotions 1. Points Programs 2. Tiered Rewards 3. Anniversary Rewards 4. VIP Programs Limited-Time Offers (LTOs) 1. Flash Sales 2. Scarcity-Based Promotions 3. Time-Sensitive Discounts 4. Seasonal Bundles Case Study: Coca-Cola's "Share a Coke" Campaign 1. Segmented targeting: Personalized bottles with popular names 2. Clear communication: Simple, catchy messaging 3. Urgency: Limited-edition bottles Result: 7% increase in sales among young adults "Businesses can navigate complex market dynamics through sales promotions." - Anthony C. Nwaosa Stay Ahead of the Competition with Sales Focus Sales Focus is your trusted partner in sales excellence, providing insights, training, and coaching to enhance your sales performance. About Anthony C. Nwaosa Sales Consultant & Strategist | Sales Focus Get Started with Sales Focus contact us for sales training, coaching, or consulting services: salesfocus27@gmail.com

SALES & MARKETING THIS ONE'S FOR YOU... Wouldn't it be nice to know what technologies your customers and prospects use? Could be some hidden new business gems. If you'd like to plug in some softwares geared towards your prospecting efforts - let me know and I'll generate a report! Technographic data, which provides insights into the technologies and software that companies use - offers several benefits to businesses. Targeted Marketing: Helps companies identify and segment their audience based on the technology they use, enabling more personalized and effective marketing campaigns. Sales Insights: Provides sales teams with information on potential clients' technology stacks, allowing for tailored pitches and solutions that align with the client's existing infrastructure. Competitive Analysis: Allows companies to understand the technology landscape within their industry - helping them stay competitive and identify market gaps. Product Development: Offers insights into prevalent technologies and tools used by potential customers, guiding product development to better meet market needs. Partnership Opportunities: Identifies potential partners whose technology stacks are complementary - facilitating strategic alliances and integrations. Customer Retention: Helps in understanding the technological needs and preferences of existing customers, leading to better customer service and retention strategies. Market Expansion: Assists in identifying new markets or industries where the adoption of specific technologies is growing, allowing for strategic expansion efforts. If you'd like to learn more, message me! Have a great day.

CONNEXIO Consulting is specialized in field marketing and sales. Those are strategies that involve directly engaging with customers in the field, outside of traditional digital or in-store environments. Both disciplines offer a variety of benefits to businesses, helping to drive brand awareness, customer loyalty, and sales growth. Here’s a breakdown of the key benefits of each: Benefits of Field Marketing: Direct Customer Engagement: Field marketing allows brands to engage directly with potential customers, often in face-to-face settings. This creates a personal connection and helps build trust, something that's more difficult to achieve through digital channels alone. Brand Awareness and Visibility: By being physically present at events, pop-ups, or retail locations, field marketers can increase a brand's visibility and ensure that it is top of mind for consumers. Experiential campaigns, such as product demonstrations or sampling, help create lasting impressions. Event Marketing and Sampling: Participating in or sponsoring events (like trade shows, festivals, or pop-up shops) allows companies to showcase their products in a way that's interactive and engaging. Product sampling or live demonstrations can drive interest and conversions. Competitive Advantage: Being on the ground enables brands to monitor competitor activity in real-time. Field marketers can assess the competition’s approach, adapt quickly, and adjust tactics to maintain a competitive edge. Benefits of Field Sales: Increased Sales Conversions: Field sales reps engage directly with potential buyers, allowing them to address concerns, offer personalized solutions, and close deals more effectively. A face-to-face interaction can often convert a warm lead into a customer more successfully than online methods. Real-Time Feedback: Field sales provides immediate feedback from customers, allowing sales reps to adapt their strategy on the fly. This agility is invaluable for improving messaging and offering products or services that meet market demand. Relationship Building and Networking: Field sales is an excellent way to develop a professional network and establish long-term relationships with key decision-makers and stakeholders, often leading to repeat business or referrals. Improved Customer Retention: By staying in close contact with existing customers, field sales reps can identify and resolve issues early, helping to reduce churn and maintain customer satisfaction. Combined Benefits of Field Marketing and Sales: Higher Engagement and Impact: Combining both field marketing and sales efforts helps create a seamless experience for customers. While field marketers engage customers with brand awareness and initial interest, sales reps can follow up with personalized pitches and conversions.