GEIBEL Marketing & Public Relations - LEED Marketing

Plum Island
Plum Island - Newburyport, Massachusetts - High Dynamic Range Photo

Marketing Consulting to Support Revenue Generation

When You Need Answers - Not Guesses

Geibel Marketing provides marketing consulting services (with emphasis on real-time market research, strategy validation, alignment of sales and marketing with the buyer's journey, marketing messaging, programs and channels) to business owners, entrepreneurs and corporate marketing executives.

Our uniqueness in marketing consulting is in bridging the strategic (planning) with the tactical (programs) to support revenue generation. Our deep experience in both strategy reviews/development and marketing programs (ranging from reseller channel programs to public relations, video development and production, quantitative and qualitative market research) provides encompassing insights that are seldom found. "I never looked at it that way," and "No one ever asked me that question before" are two common comments we get during our client engagements.

Simply stated, we have found (and we find this to be continuously verified) that the key to effective marketing is to understand how and why your customers buy from you. Not in terms of general platitudes about 'buyer behavior' and vague 'market trends' - buy how they specifically buy from you. All else follows.

Secondly, we have found that a keen understanding of the client's sales process and the use of a core selling strategy (we utilized the concepts of Solution Selling®)as a framework is fundamental to developing successful marketing. This is often deliberately ignored by marketing advisors and consultants because they usually lack the training, experience and understanding of the sales process. Conversely, entrepreneurs and others who are close to the revenue generation are acutely aware of the success of the sales effort - and how marketing should support it.

Geibel Marketing helps our clients in the following:

  • To understand how (via customer research and diagnostic interviews) the client’s market is changing - helping them identify those changes and the impact of such changes as digital and social media, and new forms of competition
  • The Word of Mouth Marketing Association suggests 70% of companies expect to increase spend on social media - but sales uplift is not yet matching the investment.

    A recent Adobe study indicated that 64% of marketers expect their role to change in the next year

  • To create core messaging and content for client marketing programs, and help them adapt that content across various channels such as digital, public relations, video, content marketing, etc.
  • A new study from Oracle Eloqua and LookBookHQ reveals that the average content asset gets repurposed 2-5 times and that content production is the biggest challenge

  • To help clients align their sales and marketing with their buyer’s journey and the key competitive messaging they need at various points in that journey
  • The same Oracle study indicated 46% of marketers are using progressive profiling to build a better picture of their prospects.

    The Adobe study indicated that 69% of marketers agree on the need to embrace “hyper personalization” (i.e., using data to provide the right products, services and content at the right time).

To be sure, these studies merely confirm the trends that we have been helping clients with for years. Our Sales Autopsy SM methodology would identify buyer personas before the term persona was even used. To this day it remains our core diagnostic technique.

Our prospective clients typically start with an inquiry about a problem, need or interest in a particular marketing technique. We review with them their goals, vision and resources, and also look to validate that the problem is what they think it may be (sometimes not). We then walk them through several approaches - or suggest additional research into the issue. Most of this is done prior to any engagement.

Starting with a diagnostic of their core sales/marketing effort and messaging (which addresses their buyer’s journey and key buying milestones such as case studies, application profiles, etc.) we can repurpose the messaging across all marketing channels - public relations (we are accredited and have won awards), video direction (we produce an award-winning cablecast show), digital, qualitative and quantitative surveys (such as Survey Monkey®) and other marketing tools tht reach current and future buyers.

If these marketing challenges are similar to those that you face, we would invite you to contact us for an exploratory discussion. We can share some ideas with you on how we solved these problems for our clients, and how we might help you.

Need to get your arms around your market? Need facts and information, not guesswork?

Contact us for an introductory discussion. We look forward to hearing from you.

We invite you to peruse this website and our many articles. Feel free to contact us for additional commentary on a topic of your interest. We encourage media inquiries.

Jeffrey Geibel, Principal

Accredited in Public Relations
Leadership in Engineering and Environmental Design - Accredited Professional - Building Design + Construction
Certificated Flight Instructor - Instrument

Tel: +1-617-484-8285 (-5 GMT)


Client Services >

The Sales Autopsy SM
What is the key sales and marketing messaging you can extract from a successful sale - that will attract more sales prospects? Find out with the Sales AutopsySM - a step-by-step diagnostic technique to isolate the success factors hidden in your successful sales.

Read what existing clients say about us and see the results we have helped them achieve.

The Three Big Holes in the Buyer’s Journey Development
The Buyer's Journey contains hidden information that shows you how to find more of your best customers. But if you leave these three holes in your buyer's journey (which are ignored by major 'experts') - you will be playing a lot of guessing games rather than finding solutions - which will lead to big problems.

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