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On Tuesday 19th March a group of business owners met over dinner with an expert panel comprising a sales and marketing integration specialist, an SEO and Digital Marketing Specialist, a Google Ads specialist and a sales strategy specialist to discuss “Marketing as an Engine for finding Life Long Customers”. The format for the dinner included a panel Q&A followed by a round table discussion where attendees had the opportunity to review business best practice checklists and to speak in depth with each of the panelists to identify how the items in the checklists related to their specific businesses. All attendees left the dinner with comprehensive best practice action plans designed to help strengthen their businesses in relation to building a marketing engine to find life long customers.

Meet the panel

Ian Bosler: Intertype

Sales and Marketing Integration & Automation Specialist

Interesting facts from Ian’s perspective

The following statistics highlight the huge opportunity for businesses to invest in their Marketing and Sales Process along with improving the tactical execution of campaigns.

  • 79% of businesses see that automation is the key to improving sales force productivity (Infusionsoft)
  • 91% of businesses don’t have a defined Marketing and Sales Process (Marketo)
  • 96% of businesses don’t have mechanisms in place to manage ROI across the entire Marketing and Sales Process (Hubspot)
  • 86% of businesses turning over $500k to $10mill don’t have a CRM (Infusionsoft)
  • 97% of businesses don’t have an automated process to ask for testimonials or referrals (Infusionsoft)
  • 100% of Australian graphic design graduates (post 2012) haven’t been taught how to design for printing and finishing processes (Printing Industry Association)
  • 83% of businesses don’t have control of their brand assets (Frontify)
  • 78% of businesses don’t have a team of marketing and sales support professionals (Intertype)

What Ian’s clients say about him

You’re amazing, thank you and thank you for your prompt action today. My day went from feeling a bit overwhelming to so positive because of you and your team….Natasha, Optim

The Marketing and Sales Process is the most valuable, but often “undervalued” process within any business. Without it you can’t generate revenue. No revenue means no business

Ian Bosler

CEO , Intertype

Ian Hopkinson: Mad Scientist Digital

SEO and Digital Marketing

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Interesting facts from Ian’s perspective

9 out of 10 businesses we work with have these top 6 challenges with their online presence:

  1. Google doesn’t fully understand who they are (and likely nor do their customers)
  2. Have a lack of consistent, relevant, and engaging content
  3. Lack of ongoing trust building and proper web maintenance
  4. Results tracking is non-existent, not connected with business objectives, or too complex
  5. A poor strategy and plan that properly addresses growing their online presence
  6. A poorly constructed brand, story, and message

What Ian’s clients say about him

“From the get-go these guys were super attentive and informative.
The team at MS took the time to understand my business and our goals to be nationally visible.
What I really love about MS is that we are not lost in the system. Some SEO companies have one account manager running upwards of 30 accounts.
These guys not only manage our SEO but they advise and follow up. They find faults and offer solutions.
Their reporting is easy to follow and always on time. If your serious about gaining page 1 visibility then contact these guys!”
Richard Misso from The Stylesmiths

“The best way to finish a website is to launch it and The only thing worse than no SEO is bad SEO”

Ian Hopkinson

Founder, Mad Scientist Digital

Frances Pratt: Metisan

Sales Success Architect

Interesting facts from Fran’s perspective

When you deeply know your clients, you can offer new prospects something meaningful and useful to them. Something that opens up conversations; giving first rather than asking. Think about what you know and the knowledge that you hold that might be able to help your customers.

As an example I work with a Child Care Centre Furniture provider who offers new centres an Opening Centre Budget Calculator. This gives them something of value to start the conversation on a deeper level with their new prospective customer.

What Frances’s clients say 

Frances Pratt helped us in creating well-managed hiring & firing, improved team performance & harmony. She helped implement a strategy for our incoming customer calls. Best, we loved Fran’s “words” to help us take back control when providing service to customers, while respecting and listening.
Tracey Bode – Zyteq

Sales isn’t magic. It happens when you connect with customers and know how you fix their problem and meet their needs. It gets you to deeply understand your customers, their problems and their journey with you.

Frances Pratt

CEO and Founder, Metisan

Tony Sambell: Spicy Web

Web design and Google Ads Specialist

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Interesting fact from Tony’s perspective

In 2018, Google’s ad revenue amounted to almost 116.3 billion US dollars.

What Tony’s clients say 

Working closely with Spicy Web, I know first hand that their dedication to continuously improving and developing our campaigns has played a tremendous part in Mobile Tyre Shop’s accelerated growth.
Jamie Cartwright, General Manager – Sales & Marketing

Google Ads can be as specific and target as much you like, so why show broad ads to eveyone?

Tony Sambell

CEO and Founder, Spicy Web

Meet the host

Stewart Clark, Founder and Principal coach of SCS Performance

SCS performance is a specialist consultancy firm delivering a specially designed range of coaching programs to the small to medium business market - to drive bottom line return.

Stewart is an energetic and experienced business adviser with many years of experience coaching, advising and supporting small and medium sized businesses across Australia.

Leveraging a lengthy career in finance and corporate business, Stewart has worked "in" or "on" a range of businesses and industries Australia wide.

Possessing a people-oriented style and a keen eye for detail, Stewart is well versed in strategic planning, financial analysis, sales delivery and business improvement. Stewart is also a published author of “It’s not what you make, but what you keep” and is a regular speaker.

Unlike a traditional business coach, Stewart focuses on enhancing the mechanics of a business – its people, its process and its systems – to achieve long-term business success.

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