Problems

Typical Client Problems

We help our client solve problems that inhibit growth.
Below are some of the common reasons they come to us and how we help them.


  • We’re not generating enough qualified opportunities to achieve our growth objectives.

    When we hear this problem, it often points to the need for a proper marketing and demand generation strategy and plan, because clients don’t have one. If they do have a strategy and plan, then the issue could be execution and resources. We’ll dig in objectively to help them identify quick wins and get back on track.

  • Our people are busy doing marketing, but it’s not making an impact. We don’t have a strategy

    When we hear this problem from clients, we usually see that they don’t have a firm understanding of how their buyers buy or the information they need to consider them. Usually, we recommend doing a forensic analysis on their opportunity pipeline to better understand which activities are driving opportunities and revenue and which activities don’t. When possible, we try to identify the first touch, and the buyer’s journey from prospect to opportunity to revenue. Then we can better adjust the marketing mix to do more of what’s working and less of what’s not.

  • The marketing world is moving so fast, I’m not sure what we should and shouldn’t be doing

    That’s where we come in. When clients work with us, they get a high-powered CMO and all the execution resources they need. The engagement can range from full outsourcing to specialized activities and campaigns. We become an extension of your team, saving you time and money while delivering better performance.

  • We’re great once we get in front of a client, but not enough people know who we are

    We help you gain a better understanding of buyer behavior and the buyer’s journey. Then we help you develop and present your “buyer enablement” content, which drives form completions and leads. We also help you identify the triggers and signals that indicate need, so you can engage the right people at the right time. The result is more “at bats”, and more opportunities for you to close.

  • Our website sucks and doesn’t reflect who we are today

    We have exceptional designers and outstanding engineers who work with the most popular web content management systems to optimize your site and enable regular, easy content updates. Over the past 10 years, we’ve built hundreds of websites for companies in the human capital and sales force effectiveness industries, and delivered them on time and on budget.

  • We can’t create enough content to maintain and grow our presence in the market

    We help our clients produce plenty of high quality, relevant content that reflects their point-of-view on important issues. We start by creating an editorial strategy. This means putting yourself in your clients’ shoes to determine the topics that will be most interesting to them. Some topics are time sensitive while others are “evergreen”. We help you sort all of that out.

  • We tried outsourcing content, but what we got back was unusable. It was a waste of time!

    Since we only work with human capital and sales force effectiveness companies, we know your industry and language. In fact, by working with us, you will probably learn a lot about what’s happening across the industry and may revise your strategy as a result. We also know how to work with your subject matter experts to create content quickly and effortlessly that reflects your point-of-view on important issues. We start by creating an editorial strategy. This means putting yourself in your client’s shoes to determine the topics that will be most interesting to them. Some of these topics are time sensitive while others are “evergreen”. We help you sort all of that out.

  • We love writing, but we don’t have the time or energy to promote our ideas.

    That’s where we help. We help you define your ideal customer profile, build your contact database and social media followers, and get your ideas in front of the people you want to reach on a regular basis. Our approach gives you the best shot at converting your ideas into leads, opportunities and revenue.

  • We know we’re different, but we sound the same as our competitors

    Understanding why a customer chose you over a competitor is extremely powerful and helps shape your differentiators. It also helps you get clearer on the problems that your clients are really trying to solve and how they ultimately selected you to provide solutions. Once you know your differentiators, client pains and trigger events, then you can create proper positioning, messaging and go-to-market activities.