Author Archives: Geoff Vincent

Name: Geoff Vincent

Email: geoff@bizcompare.com

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Interview: A Sales Compensation Approach (and Calculator) for Small Business CEOs.

Posted on by Geoff Vincent

Money machine

The world of sales is changing, and sales compensation has always been an issue.  How do you strike a balance between incentive and reward?  In this interview with Geoff Vincent, we learn about a terrific sales compensation calculator that you can use in your business. Q. Geoff, you’ve been in Marketing most of your career, so what’s your interest in sales compensation? A. Firstly, I’ll say that I have been in B2B marketing for 20+ years and therefore have always worked closely with Sales. So I’ve made it my business to understand what makes a Sales rep tick, such as … Read more »

Posted in Make Money, Sales, Tools | 5 Comments

Measuring Customer Satisfaction – This simple 5 question survey is all you need.

Posted on by Geoff Vincent

jumping man2

CEOs of businesses who have a small or no marketing team can still (and should) aspire to understand their customer’s level of satisfaction that his/her products and services. But you’re not quite big enough yet to have dedicated marketing or administrative resources to create, implement and analyze a customer satisfaction survey. What to do? Today, I’d like to introduce you to an easy and effective methodology that any CEO can implement and immediately start to measure customer satisfaction. The premise for this methodology is that even having a “minimalist” measurement of customer satisfaction is better than none. But even a … Read more »

Posted in Features, Keep Customers | Tagged | 15 Comments

How to Target an Industry, Determine Market Size and Find Your Best Customers

Posted on by Geoff Vincent

The important part

In our first of three articles, we discussed a relatively simple methodology to identify the predominant industries for one’s customer base and also market sizing for same. We called it: Determining Industries and Market Size – The Cheap and Cheerful Method. Yesterday, we moved on to a somewhat more elaborate analytical effort to find your best customers, but it will give you substantially more detailed information to base your planning upon. We’ll called this one: Determining Industries, Market Size, Firmographics and “Best Customer” Profile Today, we complete this 3 part series with the final few steps to complete: Determining Industries, … Read more »

Posted in Get Customers, Lead Generation | 2 Comments

How to Develop a Best Customer Profile

Posted on by Geoff Vincent

OLYMPUS DIGITAL CAMERA

Yesterday, we discussed a relatively simple methodology to identify the predominant industries of one’s customer base and also market sizing for same. We called it: Determining Industries and Market Size – The Cheap and Cheerful Method. Now we move onto a somewhat more elaborate analytical effort (and it will cost a bit of money) but it will give you substantially more detailed information to base your planning upon. We’ll call this one: Determining Industries, Market Size, Firmographics and “Best Customer” Profile Let’s dive in: 1. Generate a list of your CURRENT customers. You want to generate a list of ALL … Read more »

Posted in Features, Get Customers, Lead Generation | 6 Comments

Two Great Methods to Calculate Market Share You May Not Have Considered

Posted on by Geoff Vincent

vincent 1

Figuring out what your market share is can be difficult.  But it doesn’t have to be.  In this 3-part series of posts, I’m going to give you some practical ways that you can figure out your share of the market.  These articles are also featured in a white paper which features these two methods of calculating market share that you can download at BizCompare. You’re the CEO of as growing B2B business. While things have been going great, you don’t really know the true potential for your company. Specifically: What is the size of the market that you play in? What is … Read more »

Posted in Get Customers, Strategic Planning, Tools, What Do I Do Now | Tagged , , | 8 Comments

Lead generation for CEOs with limited resources: Five steps to generate free leads for your sales team.

Posted on by Geoff Vincent

geoff1

You’re a busy CEO of a growing company and you want to feed your sales team with a steady stream of leads …leads that are NOT out of the phone book. But you’re not quite big enough yet to have dedicated marketing or sales resources to source new leads. What to do? Here’s a 5 step process that won’t take you longer than a few hours to complete. When you are done, you’ll have hundreds if not thousands of sales leads to distribute to your team. Here goes: 1.  Generate a short list of some of your CURRENT customers. This … Read more »

Posted in Get Customers, Lead Generation | 6 Comments