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Sea Of Content – Too much of a good thing isn’t good!

According to the 2016 DemandGen Report, 51% of B2B buyers are relying more on content to sea of contentconduct research and make purchasing decisions than they did in 2015.

Content has become such a critical part of the sales process for buyers and sellers that 75% of B2B marketers plan to increase their spending on content development in 2017.

eMarketer claims that 60% of marketers create at least one piece of content a day.  As of May 11, 2017, there were already 4.46 billion indexed pages on the Internet. This begs the question—with everyone producing so much of it, how can you make sure that yours is noticed?

A survey by SiriusDecisions uncovered that 60% – 70% of B2B content never gets used. Marketers are between a rock and a hard place. Potential customers are seeking it but your it will simply get lost in a growing sea of materials if it isn’t any good.

The solution is to slow down a bit. Make sure you understand what motivates your customer. Then develop content that aligns with the steps of their buying process and says something important. Length and volume are not the goals; relevancy and interaction are. Break your it into strategic messages to use in your e-mail strategy and offer white papers, case studies, videos, and opinion papers to enhance direct marketing campaigns.

Focus on doing the right things, not just doing things. Too much of a good thing isn’t good!

Quote of the Week: “Be so good they can’t ignore you.” – Steve Martin

Enhance your branding, visibility, & add the WOW factor

Wide Format Display Solutions from TGI

Enhance your branding, visibility, and add the WOW factor to your next event, product launch, or to freshen up the office décor.

Indoor and Outdoor Events

Banners, posters, signage, retractable bannerstands, custom diecuts, floor graphics



Short run box and package production, point of purchase display prototypes


Retail In-store Signage

Hanging signage, window clings, point of purchase displays, floor graphics, pallet wraps, counter mats


Trade Show Booths & Graphics

Variety of sizes and configurations, produced to meet your space and budget requirements


Office Décor

Directional signage, wall murals for foyers and conference rooms, company timeline graphics, magnetic and dry erase wall systems, decorative window films, canvas wraps, arcylic or metal display signage

Minimums — there are none!

Short runs — no problem!


From design to installation, TGI’s experts in Wide Format will guide you through the entire process. Lets talk about your wide format print ideas or lets kick around some fresh ideas. I am here to help you bring more WOW to your business!

Schedule a tour of the TGI facility and meet a great team of people that are here to help you succeed in your business. To learn more visit:


We also do digital cutting in all shapes, sizes, and substrates. See it in action:


Ringing in Your Ears

Hear that? It’s the sound of 162 billion phone calls to businesses resulting from the search, social, and display advertising appearing on mobile phones.


Today’s marketers are shifting more and more of their spending to mobile. BIA Kelsey, a leading research firm focused on local advertising and marketing, expects the number of conversion calls to increase to 162 billion by 2020.

Calls to businesses have always been part of the buying process, particularly for purchases that are complex, expensive, and infrequent. Now that consumers have their phones with them at all times, more customers are calling when they first think about the purchase, during the research process, or immediately after the sale. Phone conversations have become a very important part of the customer experience.

The big takeaway is that with all of today’s focus on capturing analytics from your digital tactics, you might forget to capture the same attribution data from your phone conversions. Without a complete understanding of both your digital advertising and call conversions, you could end up spending your money in the wrong places.

And another thing—since phone calls convert to revenue 10 times more often than web leads, make sure you include your phone number on all your digital ads, offline campaigns, websites, and mobile apps. You don’t want to miss a call!

Quote of the Week: “The phone started ringing off the hook… the rest is history.” – Byron Ferguson

Fight Like Nalan – Remembering Our Friend

Last week, TGI lost a member of our work family and dear friend, Nalan Price. Over the last 9 years, Nalan fought a long, hard battle with cancer. During this time, she had a large support system, most of whom are familiar with the team shirt she wore that said “Fight Like A Girl”. In Nalan’s case, this meant be tough, stay strong, and never give up. She fought with every ounce of her being, but cancer did not define Nalan. She was a friend, a daughter, a wife, and a wonderful mother to her daughter Maddie.  At the office, if you needed anything, Nalan was the person to ask. She had a personality that stood out in a room. We will all miss her deeply and remember her witty sense of humor, her laugh, and her smile. And whenever we think of someone taking on a huge obstacle in their life, we will think be strong and “Fight Like Nalan”.



You Can’t Do It Alone

At some time in the life of a small business, someone besides the owner will need to sell the product or service for the firm to be truly successful.

Unfortunately, that’s where the wheels come off the bus for a lot of business owners. While they are continuing to bring in revenue themselves and focusing on a myriad of other important objectives like product development and customer experience, their sales reps are unfocused, not directed, and in far too many cases, unsuccessful.

Whether you are already in this predicament or think you might be someday, here are two things you should do right now:

Create an ideal prospect profile of the types of customers that are the best fit for your business. Include the size, markets, geography, most profitable things they buy, the amount of business they do with you annually, and the positions you target.

Document the process that you use when you sell. Start at the point when you first talk to a prospect.  Include what you say to get their attention, what questions you ask, how you describe the way your business can help them, and what sets you apart from the competition. Make sure that your list includes when and how you use product literature, give demos, offer trials, and anything else that’s a part of your sales cycle.

If you already have reps in place, accompany them on a sales call. See how close they are to your process. If you’re currently hiring, evaluate their ability to follow the processes that are working!

Quote of the Week: “Start by doing what’s necessary; then do what’s possible… and suddenly you are doing the impossible.” — Francis of Assisi

Make It Work

On Project Runway, American Fashion Consultant Tim Gunn coined the phrase “Make it work!” for would-be designers who needed to transform their existing design into something competition-ready in a very short period of time.

Just like would-be designers, your sales reps may need the same advice when using voicemail messages to get the attention of prospects.

According to RingLead, 80% of phone calls go to voicemail and 90% of first-time voicemails are never returned. There simply isn’t enough time in the workday for sales reps to make the number of calls required to translate this 10% call back percentage into a meaningful number.

If they really want to “make it work,” sales reps must focus on increasing the number of return calls that their voicemails generate. Here are some tips:

  • Do your research beforehand and call someone who will understand the unique value your company provides.
  • Lead your prospect to you by sharing an insight or idea that they probably haven’t considered.
  • Include a tangible result that a current customer has been able to achieve because of your company.
  • End with a question that makes them think and encourages them to continue the conversation.
  • When leaving the voicemail, note the best times to reach you, your phone number, and your e-mail address

When it comes to voicemail, these approaches can help make it work!

Quote of the Week: “If you really want something, you’ll make it work.” — Rita Ora

The Perfect Time – Age of Millennials

Within five years, Millennials will account for 48% of your sales force. Millennial sales reps will Millennials Timingwant different things from your business. Now is the perfect time to ensure that your company will be able to attract the best talent possible.

For starters, 88% of Millennials want co-workers who can also be their friends. If you have a small sales team composed of aging Boomers, a new Millennial may not find the camaraderie he seek. which could result in higher turnover.

This is the perfect time to consider how your entire company interacts. With the right culture, cross-functional Millennials from all parts of your company can work together with more experienced staff members to effectively tackle critical challenges.

According to Vorsight and The Bridge Group, 30% of Millennials are confused about their compensation plans. Like the sales reps that came before them, confusion about how much and when you will be paid can cause morale problems and poor sales productivity. Now is a good time to simplify your compensation plans and lock down your calculation/reporting processes.

Furthermore, Millennials crave transparency. They want to learn the inner workings of the businesses where they are employed, and they will reward this transparency with fresh insight and creative problem-solving.

If your organization typically keeps critical sales information close to the vest, now is a fantastic time to give up a little control. By doing so, you can capitalize on the strength of your team and build a better business!

Quote of the Week: “You cannot afford to wait for perfect conditions. Goal-setting is often a matter of balancing timing against available resources. Opportunities are easily lost while waiting for the perfect conditions.” — Gary Ryan Blair

Other Factors

According to a study by Leadership IQ, 46% of new hires will fail within the first 18 months. Their companies will then spend the equivalent of six to nine months of the position’s salary finding and training replacements. The costs of a bad fit are staggering, and they prevent businesses from building better products, growing sales, and increasing profits.

What’s at the root of this failure? It seems that while interviewers are busy confirming technical competence because it’s easy to assess, they aren’t paying attention to factors like coach-ability, emotional intelligence, motivation, and attitude. These factors actually have a much larger impact on success than technical knowledge.

In most cases, employees who were terminated, left under pressure, received disciplinary action, or had significantly negative performance appraisals had problems accepting and implementing feedback from managers and colleagues. Many of them also had trouble understanding and managing their own emotions or those of their colleagues. They typically lacked the drive to be successful in the position, and their attitude didn’t fit the job or work environment.

The big takeaways are that interviewing is a skill and accessing a fit is complex. Investing in training for your hiring managers and using third-party testing can help you make better hiring decisions, and this will save you money in the long run.

Quote of the Week: “The secret of my success is that we have gone to exceptional lengths to hire the best people in the world.” — Steve Jobs

A Secret Weapon

Buying Personas

All businesses want to grow sales, but very few have figured out how do this efficiently and consistently over time. Cintell, a cloud-based customer intelligence platform, recently published a study entitled “Understanding B2B Buyers”. This may uncover a secret weapon. 71% of companies that exceed revenue and lead goals have documented buyer personas.

A buyer persona is a semi-fictional representation of your ideal customer based on market research and real data about your existing customers. This is unlike an Ideal Prospect Profile (IPP), which describes the kind of company your business wants to sell to. A persona describes the buyer who will see the most value in working with your organization. Personas describe the pains, motivations, processes, trusted sources, and daily lives of your buyers and typically have names like Molly Marketer or Eddie Entrepreneur to further personify the best customers in your employees’ minds.

If you can better identify with potential buyers, it will be easier for you to define your differentiators. Also this will create relevant content that engages prospects throughout the buying process.

In conclusion, buyer personas aren’t just for sales, either. They can help you develop better products, differentiate your packaging, or modify service and support models. Maybe that’s why 82% of companies that are using personas have managed to create an improved value proposition!

Quote of the Week: “When you combine the Buyer Profile with Buying Insights, you will have clear guidance for the decisions you need to make to win their business.” — Adele Revell

The Millennial Impact

Millennial Impact

Millennial Impact

The B2B sale has always relied heavily on the relationship between buyer and seller. Today, though, many businesses are finding that those relationships aren’t delivering the same results they once did. The key to assessing the flaws in your process may start with understanding the impact that Millennials have on B2B buying processes.

Because they grew up with team sports and group projects, Millennials expect collaboration in the workplace. Through Millennials, businesses have learned that ROI increases when the departments that will implement and use a solution are involved in the buying process. Additionally, today’s average buying team includes an average of 5.4 people.

In addition to growing up with social media, Millennials are actively seeking out feedback from those with firsthand product knowledge. Sellers who aren’t using their LinkedIn profile to make themselves and their companies relevant or who don’t address negative social media postings during the selling process can find themselves on the losing end of a decision.

Millennials have grown up in a world where they can personalize everything from athletic shoes to college majors, and they expect the same flexibility in their B2B solutions. B2B buying teams are demanding not only modular offerings but also RFP responses that enable cross-functional teams to examine a potential vendor’s offer details, service options, and financing.

Are you ready?

Quote of the Week:

“The next generation has always been and will always be better than the previous one. If it is not, then the world would not be moving forward.” — Kapil Dev