Accelerate success

cc (creative commons) Anthony Quintano Lightning Strike on One World Trade May 31, 2015

Accelerate Success

Mastering Marketing ROI In Middle Market Companies

Winning at Business Takes Three Fundamentals

We just completed an in depth review of our clients from the last decade. What did our clients who experienced the best business outcomes from working with us have in common?

 They had these three attributes. The first two were expected, but the third was the kicker.

  1. Exceptional Skill-Set — It didn’t matter whether they were selling products or services, they were very good at engineering a great product or providing a superior service. 
  2. Ambition — a burning desire to grow, develop and succeed. To be a market leader — no matter how common or how vertical, specialized or unusual their offering.
  3. A Sense of Entitlement — I use the word “entitlement” here to mean this: our successful clients believed they deserved their success. Plainly put, that belief allowed them to succeed and to own their continued success. Those that did not quickly undermined their accomplishment.

We met each of these exceptional businesses when they had reached an impasse: market changes, channel pressures, commoditization or potential extinction from technological advances. In spite of what appeared to be insurmountable odds, we were able to provide the insight, planning, marketing, branding and plan execution to pull them through. 

And their three winning attributes transformed our work into lasting success.

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Di Gregorio Featured on the Story Exchange

b2ap3_thumbnail_DebDiGregorio-Camares.pngDeb Di Gregorio, founder and owner of Camarès, has successfully navigated over 30 years of business ownership through a combination of smarts, strength and spirit.

Learn more about her bumpy road to success featured on the Story Exchange’s Global Media Project. In a fabulous article written by Candice Helfand-Rogers read why Di Gregorio describes herself as

“Either a genius or a cockroach”

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Grace & Sage Press Featured in Matters Magazine

Grace & Sage Press the new business press launched by Deb Di Gregorio and her book Triumph Over Toothpicks was featured in Matters Magazine.

Here’s the story:

GraceandSageMattersMagazine_20150819-183319_1.png

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The Power of Being STRA-TACTICAL -- When branding is required, but leads are needed NOW

b2ap3_thumbnail_stairway-to-heaven.jpg In recent years I have met many VC-funded services companies selling a service that delivers Monthly Recurring Revenue — MRR — the mana Venture Capitalists are looking for these days. The usual revenue scenario:  go from $10 million to $50 million in 3-5 years.

And like every prospect I meet — VC funded or not — they say the same thing, “this is our goal, but we do not have a lot of money.” TRANSLATION: I want the sun, the moon and the stars and I want to be on the first landing of the stairway to heaven within six months. 

I am a marketer, but I have discovered a middle ground between marketing and sales. I call it Stra-tactics. That is, powerful lead-acquisition tactics informed by high-level marketing branding strategy that is only partially or never implemented. It is the solution for when the client cannot afford strategy in money OR in time. That’s Stra-tactics. And man, does it pay off. I get my clients well up that stairway.

And, I’ve also discovered this is a great approach for older middle-market companies who tell me they “want to build a brand” but will only spend the money it takes to build a brand when they, “see results.” As a marketer I could just blow them off, but as a business person I know there is a way to get those leads in the pipeline while working with ownership to explain what branding really means, branding’s extraordinary benefits (it can lift you out of commoditization) and how much it takes in time and money.

Here are the Elements of a Stra-tactical Plan

Fast and Deep Pre-Launch Set-up — Being Stra-tactical demands setting up as if you are going to launch a brand, that is, fully understanding the market, the competition, the customer desires vs the customer needs, creating a message-map, designing a brand but not launching it.

REALLY? yes really. This groundwork will inform a robust tactical lead-generation plan. Unlike just diving into a lead-generation program without this groundwork, our clients have an immediate leg up on their competition.

1. We work closely with the salesforce to build this program. They will cary it forward through their communications, be it conversations, emails or social media engagement.

2. The branding groundwork informs all messaging via tactical lead generation platforms making selling points consistent with sales communications.

3. And, it informs all tactical program decision making.

Determine KPIs  We set up very clear KPIs from the get-go: what is an A lead? What is a B lead? What is our average sales value (ASV)? By how much do we want it to increase? What do we anticipate our close rate will be? These will be the numbers against which you will measure the program.

Speedy Program Launch — We ramp our programs up as fast as possible. Often we roll them out in stages. The stages are executed like planes landing at Newark Airport — in crisp, precise order. 

 

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Move From Commoditization to Market Leader

Move From Commoditization to Market Leader

The Internet changed everything. Customers are in the driver’s seat. CEO’s are feeling the crush of commoditization. Many Mid-Market companies are struggling to make headway in our new business landscape.

Marketing has become a complex new discipline requiring sharper strategy, tighter tactics and obsessive measurement. It demands a range of disciplines from strategists to tacticians, brand experts, writers, designers, videographers, developers and more. This is out of reach for many Mid-Market companies. That is where Camarès steps in:

 Marketing Director Salary = Camarès Expert Program 

 For the cost of a Marketing Director you can have 

  • An entire Marketing Department, expert in the latest strategies and tactics, with every discipline you will need at the ready. 
  • A powerful “Marketing Department” that cross pollinates successes from one client to the next. 
  • An expert competitive market survey, new positioning, new website, marketing plan, plan execution, coordination with your sales department AND monthly measurement and reporting. 

 We pioneered Agile Marketing, a robust winning marketing process based on Agile technology development and we will bring it to your business. Using Agile you will spend money on what works; marketing and sales will be held accountable and you will see your business move from commoditization to market leader.

How do I know this? Because we measure our results. We transform companies every day.

Make Camarès Your Expert Marketing Department 

 

Call me directly: 973-508-6859.

 

All the best,

Deb Di Gregorio

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Contact

Camarès Communications U.S.
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Camarès Brazil
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