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Master Your Marketing, Claim Your Success

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It takes more than salespeople to assure your long-term success.

You have started a new company. Now how are you going write a business plan to get customers to open their wallets and spend their money on what you have to sell?

If your answer to that question was, "I'll hire a sales staff" or, "I'll start advertising," you are thinking like most entrepreneurs. Those are good ideas, because you need to start triggering buying behavior among your target consumers.

However, you need something else too. You need strategic marketing, because selling or advertising alone will not assure your success in the long run.

Only yesterday, I was reading an excellent article, "Assessing the sales/marketing divide: Delivering the right collateral, controlling the process and measuring the sales impact" by Christopher Hosfordon B2B.

Hosford's article makes it clear that a marketing strategy is not just a long-term plan. It provides benefits that have an immediate impact on cash flow:

  • A unified marketing effort frees salespeople to do what they do best - sell. They won't need to spend up to 40 percent of their time creating their own materials and presentations, because marketing will get that job done for them.
  • When an overriding marketing message shapes your sales and advertising efforts, you differentiate yourself from your competitors and generate revenues faster.

Sodon't think "marketing" only when your sales start to slump after your initial market penetration has taken place. Develop a marketing plan right from the beginning.

Where is your revenue going to come from not next week, or next month - but in two or three years? Marketing is the tool that answers those questions. To make sure your skills are state-of-the-art, enroll in our course, The Marketing Mastery Program.


Michael Sexton is President of Trump University.

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13 Comments

[-] Posted by Robert Muchel on 10/11/2006 7:37 PM
Mr Trump is one of the Masters of Marketing, he has branded his name to luxury properties worldwide.
I'm sure his new book will help in understanding the competive market of Real Estate.
[-] Posted by Debbie Dee on 10/12/2006 12:00 AM
I believe as entrepreuner, we cannot only give concept to our junior. But we must coach them and this is one of the other to motivate them to work very well for us! Sometimes very annoying if we must watching like a dog to people who claim that they are graduate from reputable university but cannot work very well. I always encourage my people not only follow my words but also they must educate themselves independently from me. I can be their great coacher for marketing and business. Thankful that they are keep good to me!
[-] Posted by Binary Bob on 10/12/2006 8:05 PM
Man, you know, I like to read these blog posts because of cool ideas and interesting Business advice, but THIS. This blog post is quite simply and unabasedly a dull advertisement . And the worst part ? It's so OBVIOUS. Shame on you Sexton.
[-] Posted by nitto on 10/12/2006 10:22 PM
Experience makes everything perfects. Eventhough i live in Indonesia, dont know closer with Mr.Trump, i read some of his books, and really give us good sharing experience.
[-] Posted by Joan on 10/12/2006 10:27 PM
Mr. Donald Trump, I would like to invite you to my country, Guyana. It is not such a big name in the tourism industry right now, but I know you can put it on the map. Will you?
[-] Posted by Driton of Kosova on 10/13/2006 2:05 AM
Building a marketing strategy is very important for the entrepreneur. It creates the possibility to: have a better future for the company; makes the business more safe and successful; decreases possibilities of loss; helps to design and fit the company to market; helps the company to get larger and stronger.
Generally saying, it is essential. Running a long term business makes the owners facing with different challenges. Having a good marketing strategy, makes the challenges easier to control, thus controlling the challenges for a long time it indicates that you are a sustainable entrepreneur. Only marketing strategy can do it. The USA is a country that is considered a very succesful place for marketing development.
[-] Posted by Debbie Dee on 10/13/2006 6:11 AM
I suggest to all entrepreneurs in the whole world, if you start a new company, JUST ADVERT FROM YOURSELF for your business! You may have a huge of money to hire sales staff from reputable university or you pay advertising with the best price, but if they dont understand your goals through your company, they dont understand with your mission, they dont understand with your vision, you waste your money, my dear! And you cannot blame them later on that they just living from hand to mouth. In fact, you are unclear spoken to your staff! So, start from yourself with word of your mouth as the owner of the company, tell to your colleagues first, then to people about your business, then when you already busy to discuss with people, you may hire sales staff, and start with advertisement in media campaign. At least, try to find to put your feet very firm first, then do others to progress for your business. I believe marketing is the key for successful of entrepreneurs. Good Luck!
[-] Posted by Jeanette Girosky on 10/13/2006 8:31 AM
I just want to say that I picked up Sexton's book Marketting 101. Thank you so much for taking the time to put that together. Unfortunately I am not in a financial position yet to take the course. I have been thrown into a managerial position that borders on entrepreneurship. I have found this book to be a goldmine and it is helped me give direction and saved me from embarassment as I try and make a living in the big apple. My years of experience in my field are now coming full circle. Thanks again Mr. Sexton.
[-] Posted by Neil Ruedlinger on 10/15/2006 10:16 AM
I wanted to advise that marketing needs to be carefully planned from the beginning.

I used to work for an instrumentation company many years ago, and the Marketing Director told me something that he learned at University and then confirmed through real world experience; "Half of the money spent on Marketing is wasted, the trouble is you don't know which half."

I recall Mr Trump saying in one of the episodes of The Apprentice "You hire smart people, then you *listen* to them".

I used to work for a telecommunications company that went belly-up after 17 years in business, precisely because they refused to listen to the smart people they hired.

I am now working for another technology company and for the past five years they have refused to listen to many smart people, just my luck :(

I have tried to tell one of the major millionaire investors about the problems, I was scared and thought I'd get fired, but I nevertheless boldly met with him and told him what other smart people who are too shy to approach him and he effectively said to me; don't come to me with anecdotal evidence, document the situations and find solutions.

The trouble is management had removed the measurement equipment to allow people to quantify the anecdotal evidence and turn it into solid data.

I didn't get fired, but I felt that my job was no longer secure.

I have done management subjects myself at University and I was surprised that educated managers ignored similar teachings, and did the exact opposite because they failed to connect what they'd been taught with the company's real world problems.

Instead they implement band-aid solutions that fail to address the real problems that are still festering, and are becoming more expensive to fix the longer they are ignored due to a lack of leadership.

I hope one day to start my own business, and I want to learn from the mistakes of both of the companies I have or have had direct personal contact with.

I wholeheartedly endorse from my University learning and real world experiences Mr Trump's business philosophy.
[-] Posted by simple on 10/15/2006 10:27 AM
IM with Binary bob--- you can advertise and give a good product for awhile but then give watered down stuff like this ? sounds like how guys work when they run for president
[-] Posted by manaska on 10/16/2006 2:20 AM
There are many things to do when we start a business and one of those is to market.I like this version of sexton as it can become a great guide.
[-] Posted by Milt Abel on 10/16/2006 8:38 AM
I really want to disagree with a couple of the writers below. I don't know if they spend much time reading stuff on the Internet, but if they did, they'd realize that the stuff on this blog is head and shoulders over most of the other stuff that is out there. Really. There is always something that thinking people can use to build their businesses or get richer or whatever. Plus, the advice is almost always new - not just a rehash of all the crap about leadership or win/win thinking or motivation that is all over the place. So open your eyes and realize that you have something of value here.
[-] Posted by Darío E. Delgado Z. on 10/16/2006 4:34 PM
I'm a Bachelor of Marketing and I agree with you Sir. Keep going!
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