Marketing For The Sales Guy
Marketing For The Sales Guy is a short-form business podcast in which host Jeremy Orritt shares one practical marketing idea per episode that sales professionals can apply directly to their work. Each instalment focuses on ways to connect better with prospects, secure more qualified meetings and ultimately close more deals. Early episodes leaned toward ideas for B2B marketers and salespeople, while the current run emphasises how salespeople operating in a tough selling environment can borrow techniques from marketers to win more business. The show is aimed at anyone in a sales role looking for quick, actionable tips rather than lengthy theory.
Episodes
Storytelling, learning & "show your thinking"
Todays podcast focuses on three of the best ideas from my last few substack posts:- How marketers use storytelling, and how sales people can benefit from a similar approach?- Marketers have an approach to learning a new skill, what can we "learn" from that?- Show your working, an approach to getting the attention of prospects! For more ideas do check out more posts on substack: https://m
Customer Retention
Today we're diving into a topic that could dramatically increase your long-term revenue: what salespeople can learn from marketers about customer retention and relationship building.A couple of things I think we can learn from today.1. Multiple ways it benefits salespeople to focus on customer retention. 2. Some strategies to do that, that don't take up a lot of time. 3. How best to time a
Your Personal Unique Selling Proposition (USP)
Marketers develop USP's for products and services, sales people in addition to that should work on their own personal USP. So many products and services and USP's can be similar, so decisions can come down to a differentiator - your own unique USP.In this podcast we will look at how you can develop your personal USP and how this can imapct your sales.
Understanding your target market
Todays topic is understanding your target market….a strong one for marketers right?Sales people might think this is not relevant as we either know our target market very well, or we have been given a list of prospects that is our defined target market.I think the topic is relevant for sales people and these are the three things I think we need to talk about:1. Why it is important to understand you
How sales people can use speaking at events
Sales has always been tough. Now it's tougher than ever. Every episode we are going to discuss one idea from the world of marketing, that can help us sales people improve our performance.This week...that idea is...speaking.Two things I think you will learn from this episode: 1. A strategy that will help you get the most from each event. 2. The best way to use content and to be always ready fo
How shopping & rewards platforms can work better.
Today I am talking with Otilia Chan, former Head of Marketing at ShopBack - a leading shopping, rewards, & payments platform, and we are going to be talking through some of the pros and cons of these programs, especially cashback programs and how they can work better.Some of the questions we consider are the following:- How does the cashback reward structure typically work?- How do cashback se
Rebranding
On the podcast today I have Claire Weston - Chief Marketing Officer at CodaClaire and I are going to talk today about REBRANDING,, here are some of the questions we consider:What would prompt companies to consider a rebrand?How important is it to do extra work or research to understand your audience before rebranding?While your USP is probably important, how important are other factors such as bra
Startup Marketing
On the podcast today I have X Y Ng - Head of Marketing and communications at a company called Doctor Anywhere. XY and I are going to chat today about what large brands and organizations can learn from how startups conduct their marketing. Some of the questions we consider are:
- What are the reasons behind big brands adopting leaner strategies, and is this shift a temporary reaction to economic c
Marketing Challenges 2024 /25
Lacey and I talked about some of the current challenges facing marketers in the region and what can be done about them. These are some of the issues we discussed:
What are some of the challenges you and others face when your company transitions to a more digital and data driven business?
One challenge is doing more with less - budgets or human resources - how do you solve that both in the sh
B2B Marketing & Traditional Businesses
Cara Wong and I talked about B2B marketing in more traditional industries - how it is different and how has it changed. Some of the questions we discussed included the following:
- What are the biggest changes you have seen in marketing in the last few years in traditional B2B companies?
- Social media might not be considered a strong channel for traditional B2B do you agree or disagree?
- If you
Conversion Focused Copywriting
On the podcast today we have Naomi Soman Founder of Storylogick Consulting and we are going to be talking about conversion focused copwriting. Some of the questions we consider are the following:
- Most people would advise beginning the copywriting process by establishing a buyer persona - how valuable is that and what are your key methods?
- What is your approach to adapting messaging throughout
Social Media Marketing
This podcast was recorded in December with Jeremiah Su from Superminted - a brand mangement agency and we are going to talk about Social Media Marketing. Some of the questions we discussed include the following:
-What are the main differences between B2B and B2C social media marketing?-How do you determine which social media channels to use for a B2B brand versus a B2C brand? - What are some comm
Marketing and Sustainability
On the podcast today I am joined by Laura Kantor from the Climate Club and we are going to talk about Marketing and Sustainability. Some of the questions we discussed include the following:
What is sustainability marketing and why is it important?
How can sustainability marketing help attract and retain customers?
What are some examples of sustainable marketing initiatives
How can the impact
Pricing Platforms
On the podcast today I am joined by Cath Brands, CMO and Innovation Officer at Flintfox and we are going to talk about the importance of pricing and pricing platforms. Some of the questions we discussed include the following:
How do pricing platforms help companies and why are platforms so important?
What types of companies or industries benefit most from pricing platforms?
How do you measur
Marketing Q&A
On the podcast today I am joined by James Maclean-Horton from the Kids Club Early Childhood Learning Centres and we are going to talk through a variety of marketing topics - a real Q and A session. Some of the questions we discussed include the following:
Should marketers become specialists with key skill sets or become more generalists?
What kind of marketers should recruiters/CMO’s look for,
Marketing Mix Modeling
On the podcast today I am joined by Mark Tovbis from Mutinex and we are going to talk about Marketing Mix Modeling. Some of the questions we discussed include the following:
What is marketing mix modelling and how might it have changed from when marketers first came across the idea?
What key data sources should I use for my modelling?
What are the challenges involved in collecting data and wha
How to best use Case Studies
On the podcast today I am joined by Julian Lumpkin from SuccessKit and we are going to talk about how best to use case studies. Some of the questions we tackle include the following:
What are the specific benefits of using case studies?
What are some of the common mistakes marketers make with case studies?
How do you choose the right case study to use? What are the key elements of a good case
B2B Podcasts
In the solo podcast today we discuss B2B companies and how they can use podcasts for marketing. Considering the following ideas:
- Why should B2B companies use podcasts for marketing? The Pro's and Con's.
- Going off on a slight tangent, a 5 min discussion on generative AI
- What to consder next about using podcasts (Beyond the technical and equipment considerations)
Thought Leadership Content
A short solo podcast looking at the topic of thought leadership content:
What is it?
What should it be?
How is it performing
Some thoughts on how to improve thought leadership content.
Link to Justin Welsh who provides some excellent content and advice on this topic: https://www.justinwelsh.me/
Emotional Intelligence
A discussion with Phil Johnson, Founder of Master of Business Development Inc. We discussed the topic of Emotional Intelligence, here are some of the questions I posed to Phil:
What is Emotional Intelligence and why is it important?
How is it developed and can anyone develop their emotional intelligence?
What’s the difference between EQ and IQ?
What are the benefits of emotional
Purpose Marketing
A solo podcast today on the topic of purpose and marketing in B2B
Everywhere you look now purpose is becoming an important part of the message brands are communicating
We are told that the modern consumer cares about the environment, social and governance issues - ESG
They care so much it impacts their purchasing decisions and brand choices - which brands they buy, care about or follow
Especi
How marketing leaders can drive value
A discussion with Luca Destefanis, Head of Marketing, APAC at Kyndryl.
We discuss two or three ideas from the HBR article: 5-ways marketing leaders can drive value in 2022 by Janet Balis: https://hbr.org/2022/02/5-ways-marketing-leaders-can-drive-value-in-2022
- Three approaches to the sales and marketing alignment challenge.
- The marketing contribution to the business - the difference between bu
The Virtual CMO
A discussion with Audrey Khong founder of Audrey Khong Consulting Limited - a virtual CMO, branding and marketing consultancy.
We discuss the idea and reality of the virtual Chief Marketing Officer, including:
- The role of the virtual CMO in different companies
- The pro's and con's of the virtual CMO for companies and for the virtual CMO's themselves
- The biggest challenges encountered and how
Marketing Truths
This was a solo episode based on an article I read recently in the Harvard Business Review - 10 Truths About Marketing After the Pandemic - by Janet Balis who leads EY’s consulting professionals in the Americas focused on the customer agenda and revenue growth, including commercial excellence, customer experience and product innovation and also leads EY’s CMO practice.
I focused the discussion on
Inward Investment Marketing
A good discussion with Tim Saw Director of Strategic Communications and Partnerships at InvestKL.
InvestKL is an Investment Promotion Agency focused on attracting multinational and fast growing companies to establish their regional hubs in Greater Kuala Lumpur.
Tim and his team have been successful in attracting multinational companies to locate in Greater KL, but we look at some of the challenges
Self Identity & Marketing
I really enjoyed this discussion with Chris Greenough Chief Marketing Officer at Everise - a customer experience transformation company. We talked about a number of ideas around self identity and what that means for marketing, including some of the following:
- Self identity & marketing - predictions for the next decade.
- Deep fakes and new face?
- Synthetic influencers and bots.
- Dark mark
Selling With Authentic Persuasion
An interview with Jason Cutter CEO and Founder of Cutter Consulting Group and author of "Selling With Authentic Persuasion". Today on the program we talk about sales and cover the following topics:
- Sales stereotypes: how true are they?
- Three key ideas from Jason's recent book - self awareness, "your why" and leadership
- Understanding your prospects
- Challenges in sales today
- Persuasi
Fake Sales & Marketing Alignment
A solo episode this time where I review two articles on Sales & Marketing alignment and give my own views. I cover some of the following topics:
- A checklist of ideas that aim to help sales and marketing alignment
- Practical ideas for sales and marketing teams to use
- A discussion on social selling and the role that plays.
- Some uncomfortable truths about sales & marketing align
Myths About Programmatic Advertising
An interview with Cristina Viscasillas from the media agency Carat based in Singapore. Today on the program we talk about all things programmatic advertising and cover the following topics:
- What parts of the marketing funnel are best suited to programmatic?
- Targeting - How targeted can you be? How targeted should you be?
- What size and kind of companies could best utilize programmatic?
- What
Branding with Purpose
An interview with Piyachart Isarphakdee (Arm), CEO at Brandi - a brand consulting firm based in Bangkok, Thailand.
We cover a fair few topics in this episode so I have listed out so of the main items we discuss:
Brand centralisation - Not just about profit, but shared values, the three P's: Profit, People & Planet
Brand 4.0 - The four stages: 1. Industrialisation (Products/Services), 2. Inform
Marketing Mix Modeling
A discussion this week with Ty Yaffe from Luxu Technologies on a variety of sales & marketing ideas including:
- Video messaging
- Multi touch marketing attribution
- Marketing mix modeling
- How to experiment with your marketing
- Facebook shops and shopify: making it easier yor your customers
To reach out and connect with Ty you can connect with him at LinkedIn: https://www.linkedin.com/in/t
Virtual Events
An interesting discussion on the nature of webinars and virtual events with Rohan Chandhok, Marketing Director at Oracle Asia Pacific.
Rohan talks about rethinking how we view virtual events, how to prepare content, how to differentiate events, how to really engage audiences and ways to promote events. Rohan has a great deal of practical experience in these areas and some really insightful i
Working from home
An interview with Andrew Lupton an expert in e-learning, currently employed in a full time contract as a Learning Technology Consultant embedded in a major Hong Kong aviation client
Andrew shares his experience and advice on working from home during the coronavirus crisis.
We talk about Andrew's experience of using Microsoft Teams.
Setting up a structure to work from home, organizing work,meetings
Webinars
How effective are webinars in Asia for B2B marketers and some best practice suggestions.
How important are webinars for marketers, especially in Asia?
- 73% marketers say it is the best way to generate leads - 44% plan to increase investment in webinars
- Effective for business leaders, 50% say they use webinars to consume business content - 40% say its most effective way to consume cont
Price and Motivation
Be upfront with pricing discussions and what is the right mind of motivation to use for sales teams.
Event follow up
Post event lead follow up and marketing
ABM & Account Selection
Deciding on most suitable accounts, purchasing intent data, consideration for smaller companies
Email Optimization
Subject line tips, timing of emails and email automation
ABM and Content Marketing
ABM case study and tips for your content marketing
