Resource Spotlight: Incomar Services

“Traditional marketing talks at people. Content marketing talks with them.’” – Doug Kessler, Creative Director at Velocity Partners

When you land on a product page, does it communicate all the features, benefits, and associated solutions that the product offers? Is what you see strong enough to persuade you to buy the product? Conversion to basket is largely dependent on the content that is loaded onto a page, and this content is a part of the focus of our affiliate company, Incomar Services.

Incomar is a creative services company who operates on a philosophy of “strategy, creation, and integration.” They specialize in creating best in class content that tells a visual story, working to produce high-quality images, high impact HD videos, optimized copy, and dynamic social media strategies that drive sales. By using an integrated content marketing strategy that works toward having all content speak with the same persuasive voice on a customer’s website, Incomar can give customers the multipurpose assets they need to help persuade the end user to convert to basket from whatever page they land on.

Through consistent strategy in creation that keeps specific integration challenges in mind, Incomar can set the correct expectations for customers and ensure that those expectations are met. As a marketing group who is focused on strategy, creation, and integration, Incomar’s creative services stand out.

Service Spotlight: Administrative Services Team

 “Collaboration is a key part of the success of any organization, executed through a clearly defined vision and mission and based on transparency and constant communication” – Dinesh Paliwal, CEO of Harman International Industries

When we think of Administrative Services, the initial thought is often of the people answering phones and making copies. Here at Midwest Resource Group, our Administrative Services team goes above and beyond simple customer service, focusing on a collaborative strategy to advance the sales process. This helps reduce errors, create consistent messaging, and aids in accountability. This team of highly trained, well educated professionals fulfills the specific needs of individual resellers based on the goals we set together with the manufacturer and reseller.

Collaboration is essential to success. The Administrative Services team functions as a force multiplier for sales activity. The collaboration between the Administrative Services team and the field sales team ensures that all necessary components of a project are completed, from preparation, to the initial call, to the follow up activities that come later.

Our Administrative Services team serves as a support system for the field sales team. They perform tasks that range from portal management, to product submissions, to content audits, to delivery and issue resolution. They prepare presentations, organize and collate support materials, and deliver those materials to people for meetings and presentations. This allows the territory managers to focus on goal execution with the support of their team.

The Administrative Services team has been developed and invested in over the years to allow Midwest Resource Group to be more efficient and effective. This team of professionals enables the field sales team to pursue their objectives and operate to a greater degree of accountability and success.

Changing the Landscape

Back when I was beginning my sales career, a senior representative gave me one piece of advice:

“If you want to be successful in sales, get up one hour earlier and stay up one hour later. Use that time to make one extra call each day. It may not seem like a lot, but at the end of the year you’ve made 250 additional calls. Those additional calls will make you successful.”

This approach to sales worked well because of how business was done back in those days. Success was based on how much time you spent on building relationships and selling. Sales and marketing agencies presented merchandising resellers everything they had about manufacturers’ products, and every account received the same materials, more or less.

But the current landscape is far more challenging for sales and marketing professionals. Resellers have unique platforms, user interfaces, and affiliations, and the ability to differentiate between each resellers’ capabilities and relationships is what sets sellers apart. The number of communications channels we use daily has grown exponentially, with customers receiving hundreds and thousands of communications each week. Managing and responding to these communications can be time consuming and overwhelming.

Although building relationships is still a critically important component of sales, there are many more tasks that need to be performed or overseen. Digital marketing has become essential to the process, because consumers want to understand not only what they are buying and how it works, but also how it can benefit their specific needs.

At Midwest Resource Group, we ensure that the communications and digital marketing needs are being met, while still ensuring that we can give attention to the core sales and relationship building needed for successful transactions. We work as a team with administrative and creative experts, which gives the managing partners and territory managers more time to devote to building relationships and selling. Times have changed, but the advice that my first sales mentor gave me still holds some truth. However, to make those extra calls, we need to be able to rely on our administrative and creative marketing teams to make sure that the customers’ other needs are being met.

Persistence

It’s not that I’m so smart, it’s just that I stay with problems longer.

— Albert Einstein

At a meeting of my sales colleagues, one individual shared a story. This individual explained how it took sending the same introductory email requesting a meeting eight times – the exact same correspondance sent to the same person over and over again – before receiving a response.

A meeting was scheduled, but before it took place, my colleague was informed that the person who was supposed to attend the meeting had been assigned to new responsibilities. A new person was taking over that position.

My colleague repeated the process of sending introductory emails requesting a meeting.  The meeting took place as scheduled, but when they sat down to talk, the discussion revealed that the wrong person from the company was sitting at the table. My colleague was directed to contact another individual. For the third time, my colleague began the process of sending the introductory email and requesting a meeting. Finally, my colleague was able to advance beyond the introductory email and went through the steps of ideation, proposal, test marketing, sales test and final placement. It took three years, but my colleague ended up with a sales win. As I listened to my colleague’s story, it reminded me of what I already knew, and you know as well. Persistance and a belief that you can achieve your goal pays off. But it’s always good to hear that it works.

Engage A Personal Productivity Process

“The way to get started is to Quit Talking and Start Doing.” ~ Walt Disney

Every day we are bombarded with top priority tasks. Post-It Notes on our monitors, voicemails, emails and text messages are all demanding our immediate attention. Deadlines are constantly pursuing us, it is so easy to become overwhelmed from the moment we step into the office. As a result, we become frustrated and ultimately lose sight of our goals.

In our fast-paced and highly collaborative business culture many of our goals and projects are dependent on multiple people working together and carrying a specific roll to deliver a project. Each team member is personally accountable for their individual commitments and contributions to ensure goals are being met and projects are being delivered on time and within the vision originally discussed. Staying focused on our projects and goals in a proficient manner can be attainable, we just must know how to stay focused.

There are many ways in which we can personally improve our productivity, thus improving the productivity of our team and forcing goals to be met on time.

Prioritization might be the most important way to begin managing your time successfully. Start to manage your progress day by day, start with focusing on your task lists it will help free your mind of massive amounts of information. The key to productivity improvement is to prioritize only to goal-focused tasks.

Create deadlines and if you are working on a project with a team make sure everyone is fully aware of the scheduled deadline. Having check points to make sure you are all meeting expectations can prove to be helpful if you are working within a team as well. Hold your self and your team members accountable for meeting all of your goals.

Experiment with productivity improvement methods, here are three that are time tested and proven:

80/20 Rule (Also referred to as the Pareto Principle): Get 20 percent of the most important tasks done and that will take care of 80 percent of your productivity worries for the day.

Ivy Lee Method: Before your workday is over spend as little as five minutes preparing a list of tasks for the following day. The next day take care of them one by one, moving on from one task only after the subsequent one is completed. Stop multitasking, doing to many tasks at one often results in an inefficient work day and loss of productivity.  

CRM System: A strong CRM solution develops, improves, retains and stores your customer relationship information and corresponds accurately to the needs of each clients. Ultimately this is a way to stay extremely organized, while having all your information in one spot.

All the systems and tools in the world are worthless, however, if you don’t discipline yourself to follow the process. Stay accountable to yourself and your team and you will eventually see lasting results. When you feel productive it will lead to increased commitment, efficiency and engagement to your job and co-workers.