Fact based decisions rather than emotion based decisions - Talk Marketing 035 - Simon West

Fact based decisions rather than emotion based decisions – Talk Marketing 035 – Simon West

The second Talk Marketing of the week with the brilliant Simon West. Simon specialises is providing custom developed sales and marketing systems to his customers that provide them with the feedback they need to make data based marketing decisions. if you are looking to understand your marketing performance better and improve on it you will find this conversation useful. 00:00 Introductions 19:50 How are you qualified to talk to us about marketing? 23:32 How did you find yourself in the sales system business? 49:48 What is the role of sales in modern marketing processes? 56:18 How do your sales systems support business to mage their sales pipelines? 1:00:42 How do your sales systems bridge the gap between sales and marketing? 1:10:13 How do sales systems like yours help to keep sales people on track? 1:27:16 How do you go about specifying and producing sales systems for small businesses? 1:42:48 What should people be reading? 1:47:57 Who do you suggest I speak to as part of this Talk Marketing Series? So let’s go to question number one. Having satisfied that. Now. I I’m trying to remember exactly what Warren said to me about you. I think he said, Simon West Nothing positive, I would imagine, nothing positive. Martin Henley It was positive. He was trying to get me to speak to you. It was positive. He said that you’re expert in the delivery, like guaranteeing the delivery of messages and the conversion of those messages is what he said. Actually Warren recommended like that I speak to 10 people, and you were the only person that he actually gave me more information about like, this guy, does this particular thing. Is that true? Are you busy with the guaranteed delivery of messages? Because what I took that to mean is like the guarantee, the more likely delivery of an email message, for example, I don’t know if I’ve got that, right. Simon West Yeah, that would make a lot of sense given the way that I’ve done stuff with Warren and what he’s heard from me. So yes, that’s that is one element. Okay. That’s one element of what we do. So if you take if you take email deliverability as a topic for example, then, yes, that’s something that we have a big amount of work that we do on and I have an I have strong opinions on what achieves that email deliverability. However, it is only opinions because there are no hard and fast rules as to what a spam filter or a bot or whatever is going to kick out of someone’s inbox. It’s an art as much as a science as you’ll know. Yes. But yeah, we’ve done a lot around that in the past. We’ve moved away from it more recently, simply because email for me now is more of a channel to maintain relationships with customers than it is to necessarily acquire new customers. The whole the whole spam, growth and situation has stopped a lot of companies succeeding where previously they had succeeded at acquiring new clients by email. Martin Henley Okay. All right, good. I feel like we’re getting ahead of ourselves a little bit because you’re talking to us about marketing. We’ve got no idea if you’re qualified to talk to us about marketing or not. Martin Henley So that’s question number one. How are you qualified to talk to us about marketing? I mean, it has been 35 years. Simon West So you kindly reminded me it was 35 years. I spent a lot of time in sales, a lot of time in sales, running sales teams. Literally I started out in a graduate job, I was given the Yellow Pages and it wasn’t even a virtual yellow pages, I was given the Yellow Pages and I worked my way through a particular error, and Guilford. I got my first bite at M Municipal Mutual Insurance, I can still remember it in 1980 something. I actually got through to somebody quite senior in there and that was my first break in sales. So why am I qualified, I’m not really that qualified in pure marketing, I’m very qualified in understanding how people buy, and therefore how to sell to them in a range of situations that I’ve experienced over 35 years. So a lot of what we do is around the systems that support people to sell effectively. So my experience of doing the hard graft, of getting on the phone, and then later on of doing account management, and then later on running sales teams, and then building systems for sales teams, and then building systems that support marketing and sales, and then running an email marketing company, which is what the current company started out as in 2009. That is, what qualifies me to have an opinion on marketing, whether I’m any good at it is another matter entirely. But I’ve got a lot of opinions that say I know what I’m talking about. Martin Henley Okay, and you’ve been doing it for 35 years, so I’m sure, if you weren’t good at it, you might have found yourself doing something else.
Martin Henley

Martin Henley

Martin has built a reputation for having a no nonsense approach to sales and marketing and for motivating audiences with his wit, energy, enthusiasm and his own brand of audience participation. Martin’s original content is based on his very current experience of running effective marketing initiatives for his customers and the feedback from Effective Marketing’s successful and popular marketing workshops.



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