Corporate management & finance

I’ll help your marketing teams deliver better results and boost your company’s bottom line.

Don’t just meet your revenue and growth goals. Exceed them.

I’ll show how to turbo-charge your B2B marketing, growth and profitability with proven strategies that will help you:

  • Consistently beat your competition in reaching qualified prospects
  • Convert more inquiries and leads into sales
  • Make advertising more cost-effective
  • Improve your company’s image in the marketplace
  • Generate more profit for your company

Marketing: A worthwhile investment

Marketing is an investment in the company’s future sales. Your marketing budget shouldn’t be based on past results, especially if you want sales and revenue to grow this year. Budget for marketing based on what needs to be accomplished, rather than simply based on a percentage of past or future sales. I can help you determine cost-effective ways to generate leads that drive sales.

Help marketing and sales work together

When marketers learn to treat the company’s sales people as their customer, everyone wins. Salespeople are the marketer’s customer: the end buyer is the salesperson’s customer. This approach will allow marketers to better focus on supporting their company’s salespeople and driving sales and revenue with their B2B marketing programs. I can consult on this process as well as work directly with employees to make the most of everyone’s efforts.

Stop guessing

Using the “wild guess” or “wishful thinking” methods of forecasting doesn’t work. I recommend creating sales targets and quotas using a combination of market research, past performance, and forecasts from the sales people in the field. When marketing gets accountable with better tracking, you’ll see the marketing’s return on investment clearly. I can help your company use data and become more accurate.

Stop wasting marketing dollars and sales’ time

A company can invest hundreds or thousands of dollars each to get highly qualified sales leads. I can help you put in place B2B marketing programs designed to nurture those leads until they are ripe and ready for sales attention. This saves a salesperson’s valuable hours that currently get spent chasing cold leads. You’ll also find sales people get more energy when they are confident the lead is truly ready.

Educate your staff: Speaking and training

When your employees learn new skills and methods, the company directly benefits. I provide in-house training for marketing and sales teams on a variety of topics critical to business success. For example, all people at a company who have direct access to the company’s prospects and clients should participate in customer contact training. How often is your company’s B2B marketing message wasted (or the sale lost) when a customer is treated poorly?

Start with a Marketing Checkup

I’ll analyze your past and current business-to-business marketing plans, strategies, marketing communication tactics and resources, then make practical, cost-effective recommendations.

Start with an Accountability Checkup

I’ll analyze your past and current business-to-business marketing and sales process then show you how to improve tracking and measurement, and ultimately your marketing return on investment.

Start with a Sales Lead Checkup

For an objective look at your business-to-business sales lead programs, consider a Sales Lead Checkup. I’ll analyze your entire process:

  • Lead generation
  • Inquiry handling
  • Nurturing of prospects
  • Identifying qualified leads
  • “Closing the loop” by tracking results

Then I’ll recommend practical, proven, cost-effective strategies and techniques for leveraging what’s working and improving what’s not working.

Start with a Telemarketing Checkup

If you’re not sure if your outsourced or in-house telemarketing programs are as effective as they should be, consider having me do a Telemarketing Checkup for you. I’ll take a good, unbiased look at your telemarketing operations, confirm what’s working and point out what needs to be improved.

Mac McIntosh

Contact Mac for a Free Decision Maker Kit

M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales. More about Mac...